Free Training Expired Video 1: Consultant's Opportunity Video 2: The Expert's Error Video 3: Create An Obvious Offer Video 4: How to Talk to a Busy CEO Video 5: What is Your Next Step? The Expert's Error This video has been taken down because the full course is now available. Click the link below. Information on the Full Course
Your description of the disconnect between the ‘Expert’s Error’ and the operating environment of decision makers was my biggest lesson.
Thanks for responding Russ. Any quick thoughts on what you should do differently?
I kind of know this very well, but still I think it is very hard NOT to go into the role as a professor who educate medical students, instead of just give the patient confidence that my treatment will help, based on the symptoms we have been through in our conversation.
The “bottom up-process” you described is a great take away from this lesson!
Indeed Bjornar, it’s harder than it looks! The “bottom-up” approach is one way I keep myself in check.
My biggest takeaway from this was that my prospective client is not an expert and does not want to be. This makes total sense, because if they thought they could be the expert, why would they need to hire someone. I tend to be an explainer, but I need to start approaching this from the client’s point of view.
What is the problem that needs to be solved?
How will this increase organizational effectiveness & productivity?
How can I approach this in a way that appeals to multiple stakeholders?
Yes sir William! Your new questions are game-changers. Cheers to you!
I have decided to take the approach of finding out what their problem, fear, need, or concern is FIRST. Then I seek to provide the answers to those things and uncover other issues once I am in conversation with them.
Solid takeaway Leslie. The earlier you understand the prospect’s concerns…the faster you can help!
Another great video Alzay! Other experience I encounter are prospective clients who are not experts in my area and come to the meeting with decisions on predetermined solutions to their problems based on a book they read or information acquired from other media sources. Very often their perceived solution is not the correct or optimal one given the nature of the problem they are looking to solve. When this happens my conversation approach has to be savvy in order to introduce and discuss broader solution options that will deliver better results without undermining what the client has originally presented and/or decided on.
Oh, this is a GOOD one. It’s a challenging conversation when the prospective client has self-diagnosed. However, as a “doctor” there is an approach to address this directly. Stay tuned for video 3 + 4. (Excited for it!)
I am looking forward to the videos!
This was awesome and on point. I started to learn when meeting clients they didn’t want to be “educated” about the problem with a history lesson..lol. I found when I got straight to the point about metrics of the results they wanted and speaking that language: Revenue, Cashflow, Growth and so forth; they paid attention more and I closed easier and faster. You hit the nail on the head as always. Awesome Content!!!
Yes indeed. Focused conversations for the win! Thanks Natasha.
Makes total sense! Shift the order and have a conversation or a discovery call before sending a high-ticket proposal.
100% – Once you focus on having the right kind of conversation…everything flows better from there.
Simply put…Bring solutions not your resume! Many times I believe we come into a conversation feeling that we are fighting against the competition, but in reality we are fighting ourselves and our own insecurities. Love your content! You are a master at what you teach. Very good content. I truly appreciate what you are giving away, keep it up!
“but in reality we are fighting ourselves and our own insecurities.” – 100% Joshua!
I appreciate the compliment. More content on the way!
Reminds me of a concept I came across reading Made To Stick a few years ago which they called “The Curse Of Knowledge”. Google it
Indeed Cloud, The Curse of Knowledge definitely applies here. Thanks for taking the time to comment!
Great Video! We should not be doing most of the talking but asking questions that can help their business. That way we know as the expert where we can help.
Wow…some things I never even considered from the client’s side. A lot of good takeaways as always! Thank you!
“Explaining does not equal selling.” Alzay, you have no idea how long it’s taken me to figure this out for myself! (I should have consulted with you long ago…) This single insight is the best thing about the COVID-19 lockdown that I’ve walked away with. The situation forced me to review and reassess everything about my company and I realized that I was trying to convince at every point of interaction rather than just facilitate a conversation. Thank you for confirming and for all of your other business & marketing insights. I’ll be paying MUCH closer attention from here on out.
“I realized that I was trying to convince at every point of interaction rather than just facilitate a conversation.” – Oh….it takes a while for it to sink in…but when it does…LOOK OUT!
So important to STOP TALKING and START ASKING…
As a professional trainer, I have made the “let me educate them” mistake a lot as I work to transition from trainer to consultant.
Good Stuff Alzay!
Really Good, Useable Content.
Keep it up!
Thanks for your feedback Dominic. Indeed, many of us THINK we listen well…until it comes down to the actual conversation….and then we realize we’ve been talking for 45 minutes straight! (I’m 100% guilty of this mistake.)