People from all walks of life can be technically brilliant and do a great job if someone would ‘just give them the project’. Many consultants become consultants because they believe they can provide a better product or service and make more money than if they stayed working for a company. It’s great to dream big and recognize your aspirations however I run into more and more of these ‘technically brilliant’ people who look me in the face and tell me ‘they do not sell, so why would they need sales training’? This leads to an interesting discussion as to where they get their business from.
Many of these people leave the corporate world with a contract in hand to continue doing what they did best when they worked full-time. They’re so proud to say they are self-employed or they are the president of a company. Fast forward six months – that initial contract has ended and they’re wondering what’s next. Some have been lucky enough to secure another project, from the same company so they are happy. Others were told ‘thanks for the great job but the project is complete therefor your contract is over’. Reality strikes and the excitement of being a technically brilliant consultant starts to wane because they don’t know how to go about finding a company that might need their services. And remember, these people will never admit to being in sales because the sales profession is only for those who are absolutely desperate.
The concept of being your own boss is a great one and being technically brilliant at your craft is a good thing. However, not recognizing you’re in sales is a struggle for many people who decide to become consultants.
If you’re interested in understanding why you struggle as a consultant, take 30 seconds to answer the following questions:
- Are you “technically brilliant?
- Has your current contract expired & you wonder what’s next?
- Are you afraid of calling companies to find out if they need your technical expertise?
- Do you rely on “word-of-mouth” for your next project?
- Is your family wondering when you’re going back to a full-time job?
- Do you still think that ‘being your own boss’ is where you want to be?
- Have you realized that you’re in sales?
If you answered yes to any of the questions, then here are a few suggestions:
- Acknowledge that you’re a salesperson first.
- Establish and set goals.
- Build a plan for achieving those goals.
- Implement that plan daily, weekly and monthly.
- Check your behavior to ensure that you’re holding yourself accountable for achieving your goals.
- Work on your attitude.
- Refine your techniques.
- Seek the help of a certified sales trainer.
The most successful people in the world, whether that be in business, in sports, the arts or in sales engage professionals, coaches or sales trainers to assist them to achieve their goals. What’s stopping you?
“Sometimes acknowledging and accepting the truth about oneself is the first step in achieving your goals.”
Carol Rosdobutko – Sandler Training Calgary, Alberta, Canada