Million Dollar Consulting® Mindset
From Alan Weiss
Volume 3 Number 1
Welcome to the third year of Million Dollar Consulting Mindset. Our mission is to spark new thinking and ideas for creating a thriving business and rewarding life. Hence, I'm changing the format slightly, striving to create quick ideas, easy to read and absorb. As always, I'm happy to answer questions if you send them to me and specify they're for MDCM.
Business: Focus on the large not the small
Use a telescope, not a microscope. People still write to me about typos. They'll never make it in this business!
When you visit a prospect, look first at large issues around you:
- What is the environment like (clean, cluttered, bright, dark)?
- Are people cordial or reserved?
- Do people seem energized and alert or tired and gloomy?
- Is your prospective buyer dressed well and in command or "frayed" and in the midst of chaos?
Personal: You only get one first impression
There's a mirror in my closet. I take a look before I leave my bedroom! Before you visit anyone—professionally or socially—think about:
- Do my clothes fit me well and are they free of lint and stray hairs? (I'm always watching for dog hairs!)
- Are my shoes shined?
- Is my hair combed/brushed well? (Women: Is your makeup correctly applied?)
- Look in the mirror and smile—you should see teeth, not food.
I always stop in the rest room to make sure I'm not too windblown before I tell the secretary I've arrived.
Mindset: Who do you think you are?
Your self-talk will inform your behavior. Tell yourself the following:
- I have tremendous value to offer others and I'd be remiss not to offer it to everyone who could use it.
- The day is full of opportunity and potential if I choose to look for it continually.
- I'm a valid, valuable person, and there is no need to justify myself or validate my opinions.
- I'll learn something today which will make me even better tomorrow.
Thought from Alan:
Once you know our destination, you'll realize there are a lot of good routes to get there. There is no "royal road."
Learned Optimism by Martin Seligman.
© Alan Weiss 2013. All rights reserved.
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