Become a Consultant and Define Your Value
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The document discusses different roles in business transactions - buyer, seller, consultant - and how to shift one's mindset and approach. It suggests that truly defining your own value and learning from mistakes can help you move from a traditional buyer-seller dynamic to a more consultative role. Real-world examples are provided to illustrate how perceptions can be changed by focusing on problem-solving rather than just making sales.
![[object Object],[object Object],[object Object],[object Object],Let’s take a closer look: Traditional Dynamic of Buyer ~ Seller](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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Become a Consultant and Define Your Value
- 1. Buyer, Seller or Consultant? Which are you?? Which would you rather be?
- 9. Sales Power Training Video
- 10. “ Thinking is the hardest work there is, Which is probably why so few engage in it” -- Henry Ford
Editor's Notes
- Within context of recruiting, what does that sound + MPC call as example Traditional Buyer – Seller Dynamic? MPC call as example + It’s a beautiful thing! (provided we KNOW WHY WE ARE DOING IT) WHY? Perfect simplest form of communicating in a short period of time: value, defining your role, competence, and poof! Rapor is established! Congrats! You have a new client! ---- Gas station to buy gas – buyer ex
- CONTEXT within a typical recruiting process Buyer analogy – gas station Seller analogy - ??? Consultant - ??? Which is most Efficient? Which is most Effective? Why?
- Pictures you stare at forever and then something appears – it was there all the time Results in: Changes your perception of yourself Better decision making Improved ability to prioritize Changes perception of your customers Ultimately changes your relationships Take responsibility Someone who doesn’t have your goals in mind
- Student/Learner Hope this is where we are or at lea st want to be… These things may be how you feel Prisoner Vacationer Know-it-all Student/Learner
- Anticipated AE Objection: But I’m not an SME (subject matter expert)…. Don’t need to be EXAMPLE: We (literally) placed 2 PhD level rocket scientists in the last 5 years
- (1 min duration - please Take Notes – We’ll be discussing this) *My thoughts on VM* Trying to “catch me” today “ bouncing” one off of me Homeless Person – literally “hat in hand” begging for “X” Girl Scout – (broken record that doesn’t vary for anyone – we’re here from the Girl Scouts of America & we want your support by buying these peanut butter dosidos thin mints etc Time-Life Operator – yes sir no sir three bags full – anything you want – account “manager” vs. account “executive” Ambassador of Good Will (know the industry know your business but never get around to selling anything – just sharing info and talking – cant ask simple but hard questions) “ Used Car Salesman ” – ( pushy, all about them – whatever it takes to get you to buy a car today right now before leaving the lot) Physician w/poor bedside manners – (knowledgeable but cocky/arrogant) NECESSARY ADVISOR Physician w/great bedside manners ( knowledgeable, understanding, caring) aka TRUSTED ADVISOR
- Difference in thought process and behaviors of Category #7 and #1-6: Unless your God-given talent is in the less than 5% range, you’re not going to be in a position with great bedside manners… if that’s your default disposition, great, you’re lucky…. If NOT, You’ll likely have to change the way you act and will result the way you think You can’t think yourself into feeling better, you have to act yourself into feeling better (Follow up Q&A) Which one would you rather be? Why? How does 1 – 6 see the world differently than #7? Why? How does 1-6 priroitize their time differently than #7? How? EXAMPLE: How will #7 likely differ in decision-making re: which JO to work? You may say, easy to say if you have 25 jobs on your desk, but what if you only have 3? Id suggest that if you only have 3 jobs to work, its even MORE IMPORTANT to evaluate!!
- Do you feel you’re there to convince them of your solution? (If so, you are FILLING POSITIONS and not fixing problems which is a good indicator that you are a commodity)