Million Dollar Consulting® Mindset
From Alan Weiss
Volume 2 Number 3
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?
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."
Watch all five RESOLVE videos at your leisure:
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.
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.
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.
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