Part 21 (1/2)
You close the deal and then succeed with flying colors in your delivery of Phase 1
After showing that you are reliable and co a successful Phase 1, your trust looks like this: The need is stil the sareater now that you know the client soPhase 1) However, you have now built the necessary trust in the process of delivering on your promise This is the time to propose the solution and the value to meet the entire need your client has articulated
Aswooden blocks colapse as a child, the colapse of a service relationshi+p we are working so hard to build is no fun at al
Think of the how you can build each relationshi+p with your building blocks of trust, need, solution, and value Your success in row as you develop your ability to satisfy the Service Relationshi+p Hierarchy with current and prospective clients
Yes, the pace of our work and personal lives leaves us with difficult chalenges for building h our professional networks and relationshi+ps But, as with s, the more difficult a task, the fewer people wil do it This creates an opportunity for great success and career growth for those who , trusting relationshi+ps
23
Selling with Hustle, Passion, and Intensity Take time to deliberate; but when the tio in
-Napoleon Bonaparte In our ith professional services providers over the years, we have seen more professionals intend to sel than we have seen actual y sel
They talk about how they are going to make the transition to rain to achieve phenoh more focused business development efforts They read books and attend sea Oh, they can justify their inaction: They were busy with other things Perhaps worse than the nothing-doers are the people who shuffle papers or do next to nothing These toe-dipper-inners deceive theroork today!” even if their action was listless, untargeted, and unproductive
If you realy want to bring in soo in”! With hustle With passion With intensity (HPI, folks) And your HPI needs to go on for hours on end For days on end For months on end
If you don't, then you'l never know if you could have succeeded
The ideas in this chapter were originaly published as an article in a RainTodaycom e-book, The One Piece of Advice You Can't Sel Without
In the Introduction to The One Piece of Advice You Can't Sel Without, we commented: ”The concept is si professional services, and there are a lot of people who claim to know it al But when you boil it al dohat's real y important? What do you need to know? To answer this question, we asked 11 experts in sel ing professional services: What is the one piece of advice you simply cannot sel without?”
At the time we said, ”We don't knoever, the nature of their contributions, as our editorial tea to guess, though, that youtrust and relationshi+ps, co the value of the solution versus the price of the service, listening, focusing on the best buyers, helping others to succeed, and a host of other topics”
We did get al this advice It's al good advice Take any one of these pieces of good advice away and your chances for success wil be greatly diminished Yet we contend that hustle, passion, and intensity supersede them al
It was said by the Roman dramatist Seneca that ”luck is when preparationjust mentioned is about preparation If you aren't trustworthy, you don't deserve the sale If you don't sel the value, buyers wil buy on price (or buy from someone else) If you don't focus on the best buyers and have a good business develop to sel to people on't or can't buy If you don't listen, you'l fal apart in so many ways that you won't knohat hit you
But if you don't stop thinking and go in, if you don't create opportunities, then you won't even have the chance to succeed (or fail) with al of your preparation
SHOOT YOUR SHOTS, KNOCK 'EM STIFF Another story frohrooolf course in lovely Peabody, Massachusetts (go Tanners!)
There was this one uilty), ould coolf He was a former club champion and somewhere around a 2 handicap He used to throw his clubs at us to clean them as he complained to his friends about that shot he ot up and down froood round daey Grrrrr”
The ht have scored under par on 17 of the 18 holes, but he see at bath tiardless of his )
Then there was Dr Vontzalides (actual name used to praise the praiseworthy) He'd invariably coood mood ”Did you see that shot I had on the 11th? Never knocked it so stiff from 175 yards before in olfer-constant golf lessons notwithstanding-and ans (for you nongolfers, ahe took an uncounted do-over) And he always had two bucks for the kid
Last week I was speaking with a professional at afirm After nearly a decade in the profession, she is just now beginning to get started with business developeneration I told her the Dr Vontzalides story for two reasons: 1 She was beating herself up for everything she tried that didn't see only one hole at a tiht now her ability to succeed in business developood as Dr Vontzalides' ability to succeed on the course She's new at it She's going to have a lot of et virtual y everything right every day, business developht with dead ends and lost deals It's just how it goes, and she needed to stop taking it so personal y
If she played 18 holes, new at this as she is, she'd knock it stiff to the pin fro only one hole at a ti two phone cal s over a two-day period, she should roup she's already involved with and plan an event, contact 10 associations with a proposal for a speech at an upco event, and send five lunch invitations to business contacts she already has
If she adds , while at the sa her skils with al the practice
Then she can celebrate when fortune favors her with success, and forget about al the shots that didn't pan out (yet)
”People are reluctant tohow you don't get hurt if someone says, 'No' They don't break your nose”
-Mike Sheehan, CEO, Hil Holiday Kareem Abdul-Jabbar is the National Basketbal association's al -tioals in his career
He also e (For those who don't know basketbal , that's pretty darn good) When he got the bal , he sure was prepared Then again, he figured out a way to create 28,307 opportunities for himself
How did he do that? He played 57,446 minutes in his career, ala not so -we understand why so They don't understand what itpriorities for their time They're not sure if they have the skil s to succeed They're afraid of having sales conversations They're afraid of failure They're afraid of success They're afraid!