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Million Dollar Consulting® Mindset
From Alan Weiss

Volume 2 Number 3
March 2012

A monthly newsletter with the objective of quickly and pragmatically helping consultants to improve their craft, results, and lives.

What You Believe About Yourself Is True

We create more resistance to ourselves in our heads than the prospect ever witnesses a few feet away. We're concerned about our age, experience, knowledge of that industry, gender, color, ethnicity, credentials, client list, methodology, and a host of other factors that we believe mitigate against our selection. Yet, in fact, the great preponderance of buyers are simply seeking value and improvement in their condition.

There are still a few benighted individuals who evaluate all the wrong factors for choosing consulting help (and that includes all of human resources and every RFP—request for proposal). But to walk into an office expecting the prospect to suspect your age, dislike your gender, and reject your last name is a highly cynical and self-defeating view.

Don't overestimate the buyer's biases, and don't underestimate your own value and talent. Assume the other person is as open-minded as are you, and as eager to invest in improvement as are you. If that's the case, you should get along just fine, right?

Case Study

One woman listened to my coaching about what to say to a prospect, and agreed it made sense. But then she asked, "But why would they trust hearing that from me?"

A financial consultant role-played a key, approaching sales call with a bank executive vice president, and was terrific. "How much is your workshop for my senior team?" I asked as the bank officer. "It's $7,500," she said, "but if that's a problem I can do it for less."

A consultant was asked to contact a prospect based on a referral on a certain date. I asked how it went. "I don't know," he said, "he hasn't responded to my email." "Why didn't you pick up the phone and call him based on his colleague's referral?" I asked. "Oh," he said sheepishly, "I didn't want to intrude on his day."

The first sale is to yourself. If you believe you have value to offer and improvement to provide, then you're remiss not to offer it to everyone with relevant needs (whether they yet see the need or not). But if you feel like an inferior who's bothering people, then you're in the wrong profession. What you believe about yourself is true.

Frequently Asked Question

Q. What happens when a buyer asks a particularly threatening, intimidating, or inappropriate question, such as "Where did you attend college," or "How many clients have you worked with?" or "How old are you?"

A. Accept them as innocent, if ill-informed, and not malicious. Be ready for them, for example: "Why do you ask?" or "My client list is proprietary and confidential, as would be your company as a client," or "Older than I look, unfortunately."

Upcoming

SPEAKING WITH ALAN

March 6-7, 2012
Alan's Home, East Greenwich, RI

We have space for only 6 people in this session which provides six months of growth in two days. Create a powerful speech, practice it, set the right fees, and establish a marketing plan. Extensive prep work. All meals, lodging, local transportation included. A unique, intensive opportunity with ongoing and detailed feedback from Alan. Three spots remain.

SEALING THE DEAL

May 8, 2012
Baglioni Hotel, London

In an extensive day of recorded role-plays and case studies, learn how to establish objectives, metrics, and value that will gain conceptual agreement with a buyer and lead directly to large proposals with almost guaranteed acceptance. We will provide everyone with videos of their simulations, and everyone is encouraged to record their own and others. I'm buying dinner for the first ten registrants in each city. This will sell out quickly. Sold out in Miami.

THOUGHT LEADERSHIP WORKSHOP 2012

October 22-24, 2012
The Breakers, Palm Beach, FL

The third annual conference, limited to 20 people, which has featured Marshall Goldsmith and David Maister the past two years. Learn how to rise to thought leadership in your field with practical techniques and ongoing support. The graduate session is already sold out a year in advance! Fifteen spots remain. There is no other opportunity like this in the world. The finest venue, great interaction, top people. All lodging and meals are included.

Read about the 2011 session here.

Sign up for 2012 here.


© Alan Weiss 2012. All rights reserved.
You may reprint and excerpt this newsletter provided that you include our copyright, the source, the author, and “reprinted with permission.”
ISSN: 2159-306X

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alan@summitconsulting.com
http://www.summitconsulting.com
http://www.contrarianconsulting.com
Twitter: @BentleyGTCSpeed

Million Dollar Consulting® Mindset

Volume 2 Number 3

For more issues of Million Dollar Consulting® Mindset, click the link below.

Alan Weiss's Friday Wrap™ for 2012

Weekly, 15-minute podcasts with segments on current business events, new intellectual property, and some humor. Monthly, ten-minute videos on business and self-development. And a full-day, free conference in mid-year. Three full work days—24 hours—of programming for a few dollars an hour in investment. Get this weekly booster shot right away. You’ll get all the archived material.

Mentor Program

The mentor program is conducted on two levels, with three identical programs offered on each level. The two dimensions are Trusted Advisor  and Mastery. Click here for the profiles of the current Mentor Masters.

Million Dollar Consulting® Proposals

How to Write A Proposal That's Accepted Every Time

  • By Alan Weiss, PhD

  • John Wiley & Sons 2011 (Soft Cover)

The Writing on the Wall

A monthly video series hosted by Alan Weiss and featuring Koufax the Wonder Dog, addressing topics of global importance, professional importance, or whatever has distracted or irritated Alan at the moment.

SELF-ESTEEM PRACTICUM

April 18, 2012
Alan’s Home, East Greenwich, RI

January and February sold out. We take only six people through an intensive day of self-discovery and sustaining skills. Includes dinner the evening prior. Four seats remain for April. Join us for this personal and intense experience.