Read this advice from my friend, John McTigue.
Most people that reach out to me, do so because they know somebody that worked with me and they want to learn how to do what that person does. Some think that they’re pretty darn near perfect, but they need a tweak to be awesome. Typically, when one of these people contacts me, they say something like, “I saw what you did with Jerry and George and I’m wondering if I should have you do that with me.” (Did you notice that they’re doing me a favor?) Or they say something like, “Everybody around here says that you’re the man!” (It’s a small around here.) The point that I’m trying to make is that the people that seek me out are already really good salespeople that are already succeeding, but they want something more. If you want to know more commonalities, read What Makes a Sales Rock Star Candidate?.
So, after they’re done establishing some rapport (Who’s doing the selling here?), they usually wind up asking some version of, “So, how do you work with your clients?” and I typically reply with, “What is it that you’re trying to get done?” This is where they start telling me that they’re already successful and they’re wondering what I could possibly do that would make them better. They’re working long hours. Getting through to their prospects. Qualifying. Closing. Handling objections. Winning some and losing some, but usually winning more than their co-workers. This is the first time that I have to restate my question because I’m not asking what part of the sales process do they need my help with. I’m asking about commonalities #5 and #2. Here’s why. If I can’t uncover your personally compelling $100-200K reason to work together, we will not be working together. It’s that simple. It has to be personal. It has to be so compelling that if it doesn’t happen, you won’t want to be seen in public and it has to be big enough so that you will benefit at least $100-200K.
After we establish the end game, I start describing what it’s like to work with me.
- We evaluate you as a salesperson
- We talk several times/week
- about opportunities in your pipeline
- about emails that you want to send
- about reactions that you’ve received
- about what worked or didn’t and why
- about how you feel about them
- about what needs to change
- about changing behavior, mindset, or delivery to get the desired results
- about whatever we need to do to acheive our mutually agreed upon personally compelling reason to work together.
- I work for you. Not your boss or your company.
- You pay me. Not your boss or your company. If you’re going to get reimbursed, don’t tell me because I will ask, what if they say, “No.” and that will be it. This is you and me.
- Your sales process doesn’t matter. You matter. Your goal matters. Your loved ones matter.
- This will go on for 3-6 months and will cost $6-$18,000+.
Why a minimum of 3 months? Talk to the people that I’ve worked with. They’ll tell you that the first time I suggest something, you may not think it’ll work, you won’t be able to do it, or you may forget, or something else will keep you from the desired outcome. So, we go over it again. No problem. Whatever it takes.
Here’s what happens. 8, 10, 12 weeks in, something clicks. You’ve overcome many of your obstacles and self-limiting beliefs and you realize, I got it! (Ask the people that I’ve worked with.) The answers come more easily, naturally and painlessly and they’re yours, not mine. You realize that it worked and you’ve made it.
If at the end of three months, you feel totally ready for the world, you’re off and running. If you don’t feel quite ready, we can discuss an extension with specific objectives.