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You have invested an enormous level of resources to making your event the best it can be. The last thing you now need is a speaker that is spruiking the same old cliches and platitudes. You know the one's; you heard them so many times they are like fingernails on a chalkboard:
- "Ask good questions."
- "Leadership is about follow-ship."
- "Build rapport."
- "Set a vision and paint the picture for your staff."
- "Listen to people's problems."
- "Sell the sizzle, not the steak."
- "360 degree feedback is imperative."
- "Referral business is good business."
- "Selling is all about the numbers, call more prospects."
Your people have already heard these exhortations over and over again; so much that they themselves are over it. And, the pragmatic business reality is that these things are all easier said than done; and they never actually tell you HOW to do it! People want to know exactly how to implement these ideas. Details left out of most speakers' presentations, breakouts, concurrent sessions and workshops.
Being known as a Contrarian, I take as a compliment. It means that I see things with my own eyes. I may dissent from an accepted doctrine and conventional wisdom. But that doesn't make me wrong. It means that I am able to choose what is appropriate and share with my clients as I guide them on the path to Executive Wisdom.
Waiting my allocated time to present, I have been at the back of a room listening to other speakers. Some of the sound bites they spray out to the delegates are actually counter-productive:
- "Buyers are liars."
- "Never take no answer."
- "After 7 knock-backs you will get the sale."
- "Ask leading questions and always be closing."
Following advice such as that, will increase the client discomfort, increase skepticism and build resistance. This naturally, leads to frustration, disappointment and failure.
I get specific. Rather than merely advising to "do more prospecting," I guide people through simple and effective processes that make business development more efficient and effective. Instead of admonishing "close the sale," I explain the hidden reasons professional business development is so challenging and help people transform their thinking so generating business results becomes effortless and enjoyable.
If you're tired of antiquated advice and outmoded thinking, if you're sick of generalisations and fallacies, if you've had your fill of banalities and conventional wisdom, then you're ready for a Contrarian - you're ready for Executive Wisdom from The Strategist!
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