Author Description

If being willing to defy your industry sales norms makes you feel faint-hearted, this book is not for you. If the decision to hire you, hinges on a split-second decision, then why is your sales cycle fraught with traps, potholes, multiple meetings and eventually chasing? It’s the million-dollar question no one has ever been able to answer until now. Most business owners, entrepreneurs and advisors are conditioned to believe that the more “runway” they have with a prospect, the more time they’ll have to show them enough value, so they can make their hiring decision. But is this true? The average conversion rate for most business owners suggests otherwise. The long and complex sales process, in which educating your prospect is the center piece, typically convinces less than 3 out 10 qualified new prospects on average to become clients. The truth is, if you’re investing your time and energy with multiple conversations, you’re only lowering the number of new paying clients you’ll be acquiring. Why is that? Because the decision to hire you happens in a split-second decision, which your prospect makes silently in their mind during their initial conversation with you. You see, most of your prospects are in shopping mode. They’re out to gather information, speak to a few professionals, then go away to contemplate a decision later. Here’s the key: If you get to the truth of their situation and help them trust you right in the first conversation, you’ll cut the “I’ll think about it” game right out of the equation. The sale is made or lost in the first meeting, not after multiple meetings. That’s a big shift, especially if you’re used to doing “free consulting” in your initial meetings. With this new way of thinking, there are no intermediate steps involving the delivery of free consulting, tailored plans, or detailed proposals. The tr