JBM

The 70/30 Rule To Client Relationships

The 70/30 Rule To Client Relationships December 23, 2023 The 70/30 Rule To Client Relationships “Listening, not talking is key to selling high value professional services and solutions,” according to Joe Murphy, the professional sales force and turn around consultant. Maybe you’ve heard this quote, “God gave man two ears and one mouth, and he […]

Great Questions – Six Honest Serving Men – A Consultant’s Tool

Great Questions – Six Honest Serving Men – A Consultant’s Tool December 22, 2023 Great Questions – Six Honest Serving Men – A Consultant’s Tool I was with some good consultants the other week. We were talking to a large prospective client. We were assessing the client’s problem. We asked for some data and they […]

Put Yourself In the Client’s Shoes

Put Yourself In the Client’s Shoes December 22, 2023 Put Yourself In the Client’s Shoes From the author of Clientize How to Win Lifelong Clients. Now available on Amazon. I have a saying when I advise people on getting their point across or trying to persuade someone, “Always put yourself in the client’s shoes, to […]

You Cost Too Much. Really? Differentiate or Die.

You Cost Too Much. Really? Differentiate or Die. December 22, 2023 You Cost Too Much. Really? Differentiate or Die. When working with clients, depending on who you are talking to and at what level, you can see them turn pale when you tell them your rate. The story will go like this Customer: “So, tell […]