Tags |
|
|
Links |
|
|
Actual for You - Eight Skills of Highly Successful Consultants
What size is your Hummer? Hummers Come in All Sizes; Tiny, small, medium and large and of course the most popular of all; The Oh My God Size. They make matchbox size Hummers, Tonka Toy size and adult size. Are you quite sure you know your hummer sizes. Marketers of the Hummer Brand want to be omni present in your life and it is working. For instance here is a toy hummer you can buy onlinehttp://www.microracers.com/Merchant2/merchant.mv?Screen=PROD&Product_Code=H1-YD&Category_Code=COMOr you can buy a Die Cast Model 1:18 scale Hummer for a toy or novelty gift.http://www.diecastmuscle.com/store/Makes/MA36631YEOr you can buy larger versions of remote control models. Here is another available at Wal-Mart, which is nearly 2 and a half feet long, runs on 49 MHz and is fully radio controlled. It is incredible and it comes in Yellow, I saw it on the
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more th
You have worked hard at finding your next job. You have come through many obstacles and have reached your career objective. You have received a job offer. You’re thrilled. Mission accomplished. After all, what else is left to do?A majority of job candidates do not negotiate their offer. They are happy just to have received it. They just want to start their new job and start getting paid again. Besides, there's a myth that the process of negotiating could turn the employer off and cause the offer to be rescinded? Does this kind of thinking sound familiar?Offer negotiations are certainly an optional part of the job search process. You don’t have to negotiate. Should you? Absolutely! In fact, when you don’t negotiate, negative ramifications can occur.For example, you’re in Sales or Customer Support or any other profession that requires a pe
One way to look at your total skill set as a consultant (internal or external), is to consider your relative strengths in the three major portions of our work: designing “it”, delivering “it”, and selling “it”. These three skills represent the complete package for a consultant, regardless of what your expertise (your “it”) is.
The Complete Package:
Designing “It”
This is our technical expertise. This is the “stuff” we learn in classes and through experience and practice. It is the front end of our work in most cases. While we cannot underestimate the importance of these skills (and the need to continue to upgrade them), we also can’t be content if these skills are top-notch. They are not enough.
Delivering “It”
This is the other mega-skill that many of us are very comfortable with. Once we’ve designed our “product”, we have to be able to deliver it. This is the skill set that is often most evident to our clients, or is what we tell people we do when they ask us our profession. Again, this skill set is critical, but alone it isn’t enough.
Selling “It”
This skill, in my experience, is the one most often in need of improvement. While many books have been written about this skill set, there is one key, which by itself will improve your success in selling your work. If you will always focus on client/customer benefits, rather than product/process features, you will improve your success immediately. Features are components of your product or service. Examples include:
• Size
• Length
• Speed
• Number of modules
• Your Experience
People don’t buy features they buy benefits. All of us know this at some level, but seldom focus on turning the important features of our offerings into true benefits. To assume that your client/customer will figure out the benefit, is to lower your chance of selling your potential product or
idea.
Some Specific Skills to Consider:
Contracting
This is another skill that requires a book to discuss well and which requires planning and practice to improve. Getting clear agreements with clients up front about what the work is, what the desired outcomes are, and what your role is, is what contracting is all about.
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more tha
If you need a business card, what do you do?Well, you can go to the nearest computer shop or printing company that does business card printing. Of course, in choosing that option, you have to shell out some money. But you not need worry about anything else because these shops or companies design, format, and print your cards. However, you also have the option of going straight to your trusty computer to create your own business card. It may take you some time but at least you won’t have to think about any extra charges.Business card printing is fairly simple. You just need to get the steps right, and you are on your way to making the perfect business card.Make sure that before you design your business card, you have installed the appropriate software that will help simplify your task. There are many programs available that provide beautiful and profe
The Complete Package:
Designing “It”
This is our technical expertise. This is the “stuff” we learn in classes and through experience and practice. It is the front end of our work in most cases. While we cannot underestimate the importance of these skills (and the need to continue to upgrade them), we also can’t be content if these skills are top-notch. They are not enough.
Delivering “It”
This is the other mega-skill that many of us are very comfortable with. Once we’ve designed our “product”, we have to be able to deliver it. This is the skill set that is often most evident to our clients, or is what we tell people we do when they ask us our profession. Again, this skill set is critical, but alone it isn’t enough.
Selling “It”
This skill, in my experience, is the one most often in need of improvement. While many books have been written about this skill set, there is one key, which by itself will improve your success in selling your work. If you will always focus on client/customer benefits, rather than product/process features, you will improve your success immediately. Features are components of your product or service. Examples include:
• Size
• Length
• Speed
• Number of modules
• Your Experience
People don’t buy features they buy benefits. All of us know this at some level, but seldom focus on turning the important features of our offerings into true benefits. To assume that your client/customer will figure out the benefit, is to lower your chance of selling your potential product or
idea.
Some Specific Skills to Consider:
Contracting
This is another skill that requires a book to discuss well and which requires planning and practice to improve. Getting clear agreements with clients up front about what the work is, what the desired outcomes are, and what your role is, is what contracting is all about.
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more th
It is a clear crisp morning. You have been training for this day for a while now. You look around and see that you are not alone. Hundreds of others have joined you on this day, all looking for the same result.Every participant on this morning awoke ready to show they are the best. You ready your position, waiting for the gun to fire, and suddenly…your off!With everyone moving in unison, you soon realize that this race will not be easy. You keep moving forward. You’ve worked too hard to stop. You WILL finish.This race is not like other races. This is personal. What question would make people of average background achieve such greatness? Very simply…If you were in a race for success, would you bet on yourself?No one wakes up and can compete at high levels without proper preparation. However, learning to develop discipline is oft
Selling “It”
This skill, in my experience, is the one most often in need of improvement. While many books have been written about this skill set, there is one key, which by itself will improve your success in selling your work. If you will always focus on client/customer benefits, rather than product/process features, you will improve your success immediately. Features are components of your product or service. Examples include:
• Size
• Length
• Speed
• Number of modules
• Your Experience
People don’t buy features they buy benefits. All of us know this at some level, but seldom focus on turning the important features of our offerings into true benefits. To assume that your client/customer will figure out the benefit, is to lower your chance of selling your potential product or
idea.
Some Specific Skills to Consider:
Contracting
This is another skill that requires a book to discuss well and which requires planning and practice to improve. Getting clear agreements with clients up front about what the work is, what the desired outcomes are, and what your role is, is what contracting is all about.
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more th
This may seem somewhat simplistic, but I think we need to clearly define what we mean by customer satisfaction.Customer satisfaction is meeting…..or exceeding the expectations of the customer.We often think of customer satisfaction as a rather linear process….the more effort we put into it the more satisfied a customer is. That just isn’t so.Let’s break customer expectations up into two categories: Expected--Things the customer expects Unexpected--Things the customer doesn’t even know exist, but would be excited to find them unexpectedly delivered.If a customer expects something, he is very unhappy when he doesn’t get it, and becomes comfortable or just satisfied when he finally gets it. In other words, in this case “satisfied” is sort of “the customer is OK with it.” That is almost a non event.Th
• Speed
• Number of modules
• Your Experience
People don’t buy features they buy benefits. All of us know this at some level, but seldom focus on turning the important features of our offerings into true benefits. To assume that your client/customer will figure out the benefit, is to lower your chance of selling your potential product or
idea.
Some Specific Skills to Consider:
Contracting
This is another skill that requires a book to discuss well and which requires planning and practice to improve. Getting clear agreements with clients up front about what the work is, what the desired outcomes are, and what your role is, is what contracting is all about.
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more th
When a disaster strikes—whether it be a hurricane, earthquake, flood, terrorist attack, or some other devastating event—many businesses are eager to volunteer and assist those in need. They want to help rebuild the damaged homes and businesses, and they often donate the necessary materials and manpower to do so. Unfortunately, the resources that are brought in on a volunteer and donation basis typically run out much sooner than expected. And very often, those businesses who gladly gave their time and resources to those in need feel guilty charging for additional services, so they pack up and leave the area, proud of their good deed, yet leaving those in the disaster area with few recovery options.A great example of this is what happened in Port Charlotte, Florida after hurricane Charley. Initially after the hurricane, a large number of contractors went to the area
Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver.
Having a focus on relationships is more than building rapport, which can happen quite rapidly. Building relationships is long term focused and requires considerable commitment.
Warning
Building relationships with individuals is important, but recognize that if your focus is on only one person in an organization, when they are gone (get promoted, get a new job, are downsized out, or whatever) you have lost your leverage to help the organization. So, remember to build a network of relationships within your client organizations.
Separating Process from Content
It is so important to maintain perspective while in the client organization. Clients will focus on the content (of a meeting, the product, the outputs from your study, or whatever), but if the process matters aren’t attended to, outcomes can be compromised.
Working on your ability to step back and recognize what is happening at the group dynamics and interpersonal level will improve your success. Clients don’t always know that they need this, but they will almost always recognize that you “did something” to make things go better when you can point to, and improve the process, while sharing the content of your work. This skill is often the key to additional work or referrals.
Socratic Questioning
Socrates is immortalized at least in part for his teaching approach of asking a line of questions that leads the student to discover answers for themselves.
When you clients discover answers to their problems, rather than simply hear them from you, they will own the answers. Their ability to hold onto the concepts, apply them, and improve their situation will skyrocket. Improving your ability to help them discover (through the use of Socratic questioning), is a critical, though often overlooked skill.
Using more questions will cause you to lose the feeling of power that you are providing the “right” answer. But the client gains far more than you lose. While you may feel like you are losing emotionally, you win with the client, and probably strengthen your relationship with them too.
Saying “No!”
Most of us need to improve our ability to say this. Of course we can physically say it, (OK, just for practice, say it three times right now - out loud!) but we all know we don’t always say it when we wish we had!
Improving your judgment on when to use this word will help you in three important ways, time management, happiness level, and client success.
Time Management
Many of your time management problems stem from trying to do too much. When
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.actual4u.com/article/24824/actual4u-Eight-Skills-of-Highly-Successful-Consultants.html">Eight Skills of Highly Successful Consultants</a>
BB link (for phorums):
[url=http://www.actual4u.com/article/24824/actual4u-Eight-Skills-of-Highly-Successful-Consultants.html]Eight Skills of Highly Successful Consultants[/url]
Related Articles:
What Every Business Wants-More Sales-Less Taxes & Better Cash Flow
Ocean in View – O the Joy! A Freelance Writer Gets Giddy
$100 Million Naming Rights: Entitlement or Need?
Bookmark it:
|