High Velocity

I’ve been writing and recording a new Lap (module) for SPEED® School this weekend — focused on Consultative Selling.

Todd & I knew we wanted to cover this topic (and place it early in the SPEED® School curriculum) because of what we’ve been seeing in the field while observing Consultants on sales calls.

(What so many have come to regard as their Consultative Selling process is neither . . . It’s not Consultative, and it doesn’t Sell.)

I’ll let you in on a little secret: Clients typically hire us to solve “Marketing” problems.

The challenge we wrestle with every day: Clients (especially Sales Trainers / Consultants) are a lot more resistant to changing their Sales Process than they are to changing their Marketing.

But I digress . . .

Anyway . . . Preparing this material got me thinking: Just as so many who think they’re Consulting really aren’t (at least not in the sales process), I wonder if strongly suspect there are a ton of Entrepreneurs & Salespeople who really are Consultants and may not know it — don’t really see themselves that way.

And if this is the case, maybe they would Help More People and Make More Money if they started viewing themselves as Consultants?

OK, I confess I was also thinking: “If more people actually saw themselves as Consultants, maybe they would hire us to help them . . . or at least enroll in SPEED® School?”

The Reason I Mention It: I came up with a 3 Point Test. 3 Questions I’m gonna start asking Entrepreneurs and Salespeople. 3 Questions, which if all are answered “Yes” . . . I’m likely going to contend that person is (and should start right now, today walking / talking / thinking / doing more like) a Consultant.

My 3 Questions:

1. Do you have specialized knowledge and expertise?

2. If your counsel is followed, will it help individuals / organizations make or save money?

3. Are you willing to help people get exactly what they need & want . . . whether you personally provide it or not?

I might not ask my Barber (though I could build a case), but I certainly plan to engage in this conversation with my:

Broker
Insurance Agent
IT Guy
Video Team
Web Master
Recruiter
Publisher
PR Agent
Producer
Handy Man

. . . Even some folks with traditional corporate jobs — people I know to be (very talented) Consultants, but who never realized it or have forgotten it somewhere along the way — and as a result, aren’t getting their expertise used nearly enough, aren’t having the impact they’re really capable of . . . and in many cases, probably aren’t earning the income they deserve.

So, Whad’ya Think? Are these the right 3 Questions?

WHAT ELSE should I be asking? WHO ELSE should I be asking?

Are YOU A Consultant?

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