CareerFOCUS - Feature Article 3
Finding Your Way in the Corporate Landscape
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Task force examines how people of color navigate to the top
By John McCormack
There are abundant courses, books and tomes that teach professionals how to do their jobs. The dearth of information about the fine art of navigating the corporate landscape, often leaves them to exclaim: “I’ve done my homework, gotten the right degree, now what?” |
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CareerFOCUS - Featured Article 3
The Art of Authentic Listening
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Consultants who really want to sell don't tell. Instead, they listen. Consulting expert Elaine Biech offers eight helpful hints for the listening-impaired.
Selling is telling. If you're a consultant, you probably believe this statement, at least on a subconscious level. How else can you get a potential client to buy your services if you don't tell her what her needs are and how you can meet them? According to consulting expert Elaine Biech, you're thinking about sales calls in the wrong way. Though telling certainly has its place, listeningis far more likely to get that prospect to sign on the dotted line...
"During a sales call, you should be doing twice as much listening as talking," asserts Biech, author of the new book Marketing Your Consulting Services (Jossey-Bass/Pfeiffer, May 2003, ISBN: 0-7879-6543-X, $40.00). |
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