I’m often asked the wrong question by clients… "How do I sell more?"
It’s the wrong question because any answer I give will be met with a very convenient truth about why that isn’t possible.
Most people would rather hear they were right all along than hear how to get better. Me too btw. You too if you think about it. It’s EGO. It’s human.
That means most people would rather be right than be rich.
Solution -> Convenient Truth:
Prospect more -> No time.
Charge more -> My clients don’t have more money.
Discount less -> My competitors discount.
More follow up -> No time
[‘no time’ is a favorite].
"Faced with the choice between changing one’s mind and proving that there is no need to do so, almost everybody gets busy on the proof. JOHN KENNETH GALBRAITH
There is another flaw to the question… It has so many answers… When faced with equally good choices no action is taken. We become the ass in Buridan's Paradox.
A MUCH BETTER question is “How do I sell 10X more?"
The best book I’ve read in years is "10X is easier than 2X" by Dan Sullivan and Dr. Ben Hardy.
This question isn’t loaded with an expectation of skill or behavior for our ego to resist. 10X is so massive an uplift that it requires a radical rethinking of … well of everything. It’s a crazy question demanding a single crazy answer.
- Scale through channel partners.
- Rethink your ICP… move up-market.
- Ditch the pitch and build relationships.
- Build a referral flywheel.
But here is the BEST question: “Who am I when I’m selling 10 times more”. BOOM.
What are my minimum standards?
How is my energy?
Who’s my customer and how do they see me?
What am I doing every day?
"… unlimited power is who I am not what I do." Napoleon Bonaparte
Think about yourself selling 10 times more. See yourself at this level of performance. You will probably see someone working with customers that have abundant financial resources. No stress about the competition because you are so different.
And the big one… You’ll probably have way more time.
[Now that’s a cool reframe… I don’t have time to sell 2X but selling 10X takes less time than I’m investing today]
Picture yourself, cast in this 10X movie… what’s the biggest change?
Let me know in the comments what the 10X change might be for you, and I’ll send you my Action Summary of that amazing book "10X is easier than 2X"
#TenTimesSeller
#TimeForAChange
#WhoAmI
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