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The Language of the Sale

The Language of the Sale

When you are talking to a gatekeeper, human resources person, or anyone on a “fishing trip,” refuse to share your approaches, fees, or (heaven forfend) to send a proposal.

Instead, say this: “In order to evaluate whether I’m right for you and you’re right for me, I have to meet the person with the fiduciary responsibility for this project. I must hear from his or her lips what is expected, what will constitute success, and how much they intend to personally participate. I’m happy to spend the time and money to visit you, but I must meet with that person. Frankly, I believe that any consultant who submits fees or a proposal without engaging in that discussion with the decision maker is acting unethically, and I’m surprised that you would consider them for such a project.”

Courage.

© Alan Weiss 2010. All rights reserved.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 7

  • Libby Wagner

    March 12, 2010

    Alan, even though this is one of the most simple concepts you teach consultants, it’s one of the most valuable. I can trace almost every unsuccessful attempt at a proposal to the fact that I went ahead and said “yes” to this request and most often hit a dead end.

  • michael cardus

    March 12, 2010

    Alan I agree.
    And a concern is that the person will be insulted and not connect me to the decision maker or they will be deceitful.
    As I reflect off the many hours spent writing and sending proposal only to hear, “it did not get approved by my boss”.

  • Alan Weiss

    March 12, 2010

    Never be afraid of offending people. It’s their problem, so long as you’re doing what’s in the best interest of the client.

  • Jeffrey Summers

    March 12, 2010

    Sometimes I feel so humbled by the value you offer that I feel the need to hop a plane and come do chores around your house for a week just to pay you back.

    But there’s a seminar for that right?

  • Libby Wagner

    March 13, 2010

    Jeffrey, be careful what you wish for!

    I think this is absolutely related to self-esteem and self-confidence. It’s also related to the belief that there’s plenty of business and perfect clients for you, and that makes you willing to walk away from something that might be a waste of your time investment up front. It’s not about losing.

  • Alan Weiss

    March 13, 2010

    There are plenty of opportunities to spend time with me, at my home or elsewhere! Just browse my web site!!

  • Alan Weiss

    March 13, 2010

    By the way, if you’re following the thread on my Forum, this is why you allow commentary on your blog!!

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