Andrew Sobel, Author at Andrew Sobel - Page 34 of 49
Ask Don’t Tell: Using Power Questions Win New Clients
Ask, Don’t Tell: Using Power Questions to Win New Clients By Andrew Sobel, co-author of Power Questions: Build Relationships, Win New Business, and Influence Others Do you ever head into an important client meeting and feel pressure to say just the right thing? If the meeting is with a prospect, you may also be convinced […]
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Want to add more value? Don’t ask your client
It’s dangerous to generalize about what clients want, because clients are like snowflakes: Each client is unique and must be approached that way. However, it’s safe to say that the biggest trend in client relationships is the drive for more value. Clients want to see more value in their relationships with a broad array of […]
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ClientCentricities: Andrew’s Monthly Q&A
I try to quantify the value of my proposals but sometimes my clients just scoff at the numbers. They are cynical about projections of value-added.
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Letter from a Client: Here’s Why You Lost
Recently, I spoke with a Chief Financial Officer about his company’s decision to hire an advisor for a major engagement. One of the competitors asked me to help them understand why they had lost and what they could do to increase their proposal win rate. Here’s what this executive told me: Dear Andrew, You […]
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ClientCentricities: Andrew’s Monthly Q&A
I thought I hit it off with my client's global CIO. But now she has been rejecting my requests for a meeting, telling me to meet with an very weak manager who works for her. What can I do?
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ClientCentricities
I have a client who bids out each project, despite the fact that we have a long-term relationship. What can I do?
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Sinatra and the 4 Levels of Client Loyalty
For decades, Frank Sinatra hung out at Patsy’s Italian restaurant on west 56th Street. Why was he so fiercely loyal to this one particular eatery in a city with hundreds of good Italian restaurants. Was it the food? The ambiance? The other stars who went there? The answer is fascinating. It tells us a lot […]
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