You don’t fire prospects.
Going along with your power of choice can help you be at your best with the people you like and care for. However, when talking with prospects, you don’t fire them. You can’t. What you can do is telling them no, which is withholding your expertise, advice or offering (your greatest power). You can’t fire them, because you never received payment from them. They’re not clients. You can’t fire them, because there’s nothing real at stake. They don’t have skin in the game —nor do you. Filtering…
It’s some kind of emo thing
That was Chad Smith, drummer of Red Hot Chili Peppers, after hearing (and playing) “The Kill” by 30 Seconds To Mars in one take —listening to it for the very first time. If you like music, you might enjoy this vid (if you haven’t already seen it bc it’s gone crazy viral). [My recommendation: If you’ve never heard the song before, check it out here.(3:51) Short version of the jam (3:46) here Long version (8:45) here ] Chad’s level of expertise is such that he goes into an unknown situation and…
Should you?
Should you get mad or upset when you get a new unsubscribe? Should you take it personal when you get a hard no on a sale? Should you get offended when receiving an argument against your argument? Truth is, I don’t know if you “should”. What I do know though, is that a… New unsub means they’re not quite your fit. Either not finding what you have, of value; not in the right time to keep reading you; or who knows. It’s not like you insulted them and called them names, right? No is the second…
Prep the room
So, you’ve got a gig, quickly got to see the patterns that are holding your clients back and you are ready to move on. You make things happen. You know what to change, how to pivot the approach, how to implement actions, put a plan in motion and so on. You make shit happen. And you hit resistance. Intellectually, your client is following your arguments and understands them. In principle, it’s only logical to implement your advice IF they want to get to the results they want. But they don’t…
German barbershops & Consulting
Client in a German barbershop: “I need to cut off ONLY the tips —just ONE cm.” Barber: “Only one cm? Sure. Look, here’s the 1 cm. Looks good?” Client: Yeah. Barber goes straight to cut everything BUT one cm of hair. That client… was me. ???? Besides the bad moment of having my hair cut in the total opposite that i wanted it, it made me wonder. “Was I not being clear enough?” Ranting about this with a German friend he said something that made absolute sense only then: “Well, in a German…
New into the world
Sometimes businesses are like newborns. As you —in your consulting practice— get to help them, their transition into seeing things is transformative for them. They have their eyes closed (to a different perspective). Then they open them, but can’t make sense of things (yet). First they see shades. Then, high contrast (white and black). Then, forms (new to them). Then, familiar forms (to them). Then, shapes (and faces). They start recognizing the world around. They get to see things. Your job…
Over-efforting
Have you gotten to this stage/situation where you know the prospect might not be the right fit or you know (or see the signs) they’re price shopping and yet, you go and do the work to convince them? Just going into this over-effort. All of that IN HOPES of them asking you for the price (that you know they most likely say no to)? Been there. Done that. What if, instead of approaching it like a pitch, you actually look for the no? Not in a way of tricking them into closing them. Not in a way…
The bright side of the force
That’s you showing up to serve your customers. Serving them can take many forms: You doing work for them. Advising. Coaching. And telling them “No, I’m not the best one for your situation”. So you refer them to someone who could be. This last point is (the) one that makes you stand out. And how they’ll remember you. Not for the work —who remembers what specific work you did 15 years ago? But for how you helped them. It comes from the clarity of knowing who you can help best, how they can get…
In long days
Today was a long day. So this is your reminder that: When you’re extenuated. Mentally depleted. Needing a break Or just had “one of those days” You can always say no to things, make a pause, and recharge. Taking care of yourself lets you take care of the others. I’m here.
Everything is a negotiation
That’s how Chris Voss describes life —and the content of his book Never Split the Difference. While the principles are helpful, how it’s framed (in an overall, high-altitude view) tends to direct the conversations you’re supposed to have into a win. It’s seen as a ser of finite games. A hostage v. a victim. And that’s NOT how life works. When you choose to follow this “I need to win” mindset, you’re not quite giving others the option to say no. You’re fighting objections to get a final yes….
