Good stuff. the only thing that came to mind was considering reframing one of the questions to be "no" oriented. The theory there is that people feel safer saying no than yes. As they can feel that a question might be trapping them if it's too loaded. So instead of "are you interested in having us guide you through a conversation that can uncover value, help you assign measurements in the form of metrics..." instead it might start like "Is it a ridiculous idea...?" or "Would you be opposed to us having a conversation...? " That's the only thing I can think of to improve.
Senior and executive leaders think in terms of risk/reward: frame your services as an investment which will yield a return, show them how that will happen and you'll walk out of any meeting with a purchase order. The key failing of any professional services provider is not understanding what the client values
Super insightful! Thank you Shannyn!
Replay!! I love this approach. It’s amazing how simple it fan be. Value is undeniable and either present or not at all times.
Good stuff. the only thing that came to mind was considering reframing one of the questions to be "no" oriented. The theory there is that people feel safer saying no than yes. As they can feel that a question might be trapping them if it's too loaded. So instead of "are you interested in having us guide you through a conversation that can uncover value, help you assign measurements in the form of metrics..." instead it might start like "Is it a ridiculous idea...?" or "Would you be opposed to us having a conversation...? " That's the only thing I can think of to improve.
Senior and executive leaders think in terms of risk/reward: frame your services as an investment which will yield a return, show them how that will happen and you'll walk out of any meeting with a purchase order. The key failing of any professional services provider is not understanding what the client values