Andrew Sobel, Author at Andrew Sobel - Page 28 of 49
12 Relationship Principles to Help Take Your Business to the Next Level
Over the last several years, I’ve been assembling what I call “The Relationship Principles.” These are observations about powerful practices that will help you build a vibrant network of contacts, engage with others, and build trusted relationships with all of the key figures in your life. If you are interested in really implementing these principles, you should subscribe to my free 12 week course, "The Relationship Principles." Each week, for 12 weeks, you'll receive a detailed description of each principle and a set of action steps to help you put it into practice. If you'd like to get this free mini-course, click here to enroll.
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How to build Peer Relationships with Your Clients (Part 3)
To become a client’s trusted advisor, you must be viewed as a peer. In my last two posts I talked about the importance of demonstrating professional acumen and C-Suite behaviors. In this post I explain the importance of values alignment for a senior executive who is bringing someone into their inner circle.
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How to Build Peer Relationships with Your Clients (Part 2)
To become a client’s trusted advisor, you must be viewed as a peer. In my last post I talked about the importance of demonstrating Professional Acumen. In this post I set out the "c-suite" behaviors you need to exemplify if you want to be accepted as a peer by senior executives.
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How to Build Peer Relationships with Your Clients
To become a client’s trusted advisor, you must be viewed as a peer. This doesn’t mean you must become a literal peer. If you work with a CEO, for example, you will never be their strict peer in an organizational or hierarchical sense. But if you want a seat at the table with them, they need to consider you as a peer in three areas: Professional acumen, behavior, and values. Let’s look at what these are and how you demonstrate them. In this blog I will cover point one, Professional Acumen.
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Outstanding sales call preparation
How often do you jump into a car or taxi and show up at a prospect’s office ready to ask questions and pitch your solutions—but without really having prepared? Many senior executives I’ve interviewed have told me this happens all the time. And, they usually add, they aren’t impressed with someone who walks in knowing very little about their business and their issues.
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Wait! Eight Reasons You Shouldn’t Submit That Proposal
By Andrew Sobel You’ve probably starred in this drama before. A prospective client calls, interviews you for 20 or 30 minutes on the phone, and then asks you to submit a proposal. Sensing they are too junior to hire you, you try and set up a meeting with their boss. You’re told, “He’s asked me […]
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How Do You Pick Good Clients to Begin With
Picking Good Clients to Begin With With think a lot about how to build strong client relationships, but often don’t spend much time focusing on how to make sure we are getting the right clients in the first place. What is a good client? This ideal client varies for different people, but I think there […]
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The Six Paradoxes of the Successful Client Advisor
Paradox: "a person or thing exhibiting apparently contradictory characteristics" In studying great client advisors all over the world, it has always struck me how pardoxical the role of trusted advisor is. Those who are best at it manage to balance a series of inherent tensions. Six Paradoxes 1. Product/Relationship There is always a tension between […]
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