The prospect doesn’t WANT you to solve problems on the sales call.  Did you know that? It’s a mistake that kills sales conversations stone dead. No money changes hands. No deals are struck. Nobody leaves happy. For a couple of reasons: First, how much problem solving can you really do on an hour-long call? A […]

I want you to be like Sir Richard Branson… Or Bill Gates. One of those big household names who have changed how the world works. They’ve got enormous reach, enormous wealth, big personalities. But that’s not why I want you to be like them. I want you to have what they have: Absolute Non-Neediness. They […]

When’s the last time you woke up and said, “Man, today I just can’t wait to be a manipulative, pushy salesperson who pressures prospects into closing the deal?” Probably never. In fact, a lot of great consultants start out with a hard aversion to sales. They don’t want to seem manipulative. Especially when it comes […]

Ever tell yourself scary stories? A ton of consultants trap themselves in a terrifying loop of self-inflicted horror stories. I’ve talked to dozens, if not hundreds, of them… Way too many are telling themselves things like: – “I’m too young or too old to really succeed as a consultant.” – “It’s not the right time […]

There’s a trap waiting for consultants. And you can’t escape it with more experience. In fact, the more experienced consultants earn, the more they risk. You can’t escape this trap with money. You can’t escape it with great clients. You can’t even escape it by doing better & better work. Because the more you do, […]

Are you attracting the wrong prospects? Or is it just the wrong time? Here’s a secret probably 90% of people don’t know: Most of the time, prospects don’t make buying decisions on the offer alone. A lot of people are surprised to hear this. For example, have you ever heard someone say “People buy because […]