A client of mine recently asked:<\/p>\n
\u201cHey JC, how should I handle a potential prospect who comes right out and says, <\/em> My client added:<\/p>\n \u201cDoes this sound crazy or what? Unfortunately, not for us.<\/em> It\u2019s amazing that many prospects today\u2014nearly all of whom are strangers\u2014could be so bold. They put it out there.<\/em> Here is a simple, yet effective way to elevate your game when you\u2019re asked \u201cCan I pick your brain?\u201d<\/strong><\/span><\/p>\n When a scenario like the one you\u2019ve outlined above occurs, I would INSTANTLY start asking the prospect questions. Your goal is to determine the prospect\u2019s need and to figure out\u2014inside your area of expertise<\/em>\u2014if you can be a valuable resource to them or<\/em> not.<\/p>\n While I\u2019m asking them questions, I listen to their answers intently. I am looking for clues, patterns and behaviors in what\u2019s being said<\/em> … what\u2019s not being said<\/em> … and importantly, their body language. You\u2019re also looking to learn if this prospect is a cultural fit for your company and is one who shares your value system. It is my opinion that you can never underestimate the importance of a shared \u201cvalue system\u201d and how that ultimately translates to a multi-decade relationship. My goal is\u2014and always will be<\/em>\u2014to be recognized as their \u201ctrusted advisor.\u201d<\/strong><\/p>\n What are some of those questions I ask? Here is just a small sample (and not necessarily in order):<\/p>\n \u2022 Can you tell me what\u2019s the gap that needs to be filled in order for you to reach your goals?<\/em><\/p>\n \u2022 Will you get to where you want to be by following the path your currently on?<\/em><\/p>\n \u2022 May I see your business plan … or your marketing plan?<\/em><\/p>\n \u2022 What are you currently doing that\u2019s working? … And how do you know it\u2019s working? \u2022 What have you done that hasn\u2019t worked? … And why do you think it didn\u2019t work?<\/em><\/p>\n \u2022 With the goals you have shared with me that you are hoping to attain … Are you dreaming big enough?<\/em><\/p>\n Eventually I come to a point where I know I can help … and if I sense the prospect is still probing deeper … looking for specific free stuff … I reiterate what I\u2019ve learned from our discussion\u2014then simply say, \u201cOur next steps are …\u201d<\/em> It\u2019s at this point I confidently share exactly how my company works.<\/p>\n And during my questioning I have exchanged enough in our conversation and in the quality of the questions I ask<\/strong><\/em> to communicate and convince them that I know what I\u2019m talking about and that my company has got the goods\u2014but at NO TIME do I give away the secret sauce<\/strong>. <\/em>After all, if I did that, what would be the point of them hiring me? In addition, I can be bold, particularly when or if<\/em> they push the subject. And I can almost tell you with 99% certainty\u2014the human nature of your prospect is to push and<\/em> probe.<\/p>\n For example, the prospect will subtly ask you: \u201cWell, what would you recommend?\u201d<\/em> or \u201cWhat do you think we should do?\u201d<\/em><\/p>\n I take a breath and pause … respectfully stand my ground and<\/em> share this with my prospect:<\/p>\n \u201cI believe Mr.\/Mrs. Smith, that during the course of our conversation today, I\u2019ve established adequate credibility and that you definitely understand that I know what I\u2019m talking about. If not, you wouldn\u2019t be asking for my advice. <\/em><\/p>\n Having said that, solving your specific problems is how I earn my living<\/strong>. I have over 40 years of knowledge and experience in the (manufacturing) arena, and I get paid for that knowledge.<\/em><\/p>\n I guarantee that, as we work together, you will get far more value than you bargained for.<\/strong><\/span> Here are the next steps we need to take.\u201d<\/em> And then share with the prospect exactly how you work (your terms).<\/p>\n If they do not wish to work with you under the guidelines or boundaries that you have drawn, it might be time to cut your losses and move on. Take it from me\u2014it may not be worth it pursuing a prospect who is difficult to work with.<\/em> Ultimately that decision is up to you.<\/p>\n ONE MORE THING: <\/strong><\/span><\/p>\n This post was put together with the aid of my great friend, colleague & client Gary L. Smith. Author of insanely amazing books like:<\/p>\n The Customer Conundrum<\/em>,<\/p>\n Achieving Unusual Greatness: Timeless Lessons From the Trail Already Blazed<\/em> and<\/p>\n The Shepherd & the Princess: 7 Keys Ways to Conquering Goliaths in Your Life. <\/em><\/p>\n Get these \u201cmust haves\u201d today at http:\/\/www.optechs.com\/buy\/<\/p>\n TIP:<\/strong> <\/span>If at first you don\u2019t succeed using these tools\u00a0\u00a0\u00a0\u00a0 ……..\u00a0\u00a0\u00a0\u00a0 practice, practice, practice and \u00a0<\/em> \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Be blessed always …<\/strong><\/em><\/p>\n","protected":false},"excerpt":{"rendered":" A client of mine recently asked: \u201cHey JC, how should I handle a potential prospect who comes right out and says, \u2018Sure, we are willing to meet with you and talk to you. My company thinks it would be a great opportunity for my team to pick your brain.\u2019\u201d My client added: \u201cDoes this sound […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[1],"tags":[],"_links":{"self":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3256"}],"collection":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/comments?post=3256"}],"version-history":[{"count":12,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3256\/revisions"}],"predecessor-version":[{"id":3268,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3256\/revisions\/3268"}],"wp:attachment":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/media?parent=3256"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/categories?post=3256"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/tags?post=3256"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\n\u2018Sure, we are willing to meet with you and talk to you. My company thinks it would be a great opportunity for my team to pick your brain.\u2019\u201d<\/em><\/p>\n
\nIn fact, that\u2019s how most companies who want to meet with us express themselves right from the onset.<\/em><\/p>\n
\nThis response puts members of my sales team in an uncomfortable position. So much so that they wish they could say …<\/em>
\n\u2018Hey pal, I have to earn a living here. Can you please remind me exactly what\u2019s in it for me if I give you FREE advice?\u2019<\/em>
\nWHAT DO YOU SUGGEST WE DO? Please help us JC.\u201d<\/strong><\/p>\n
\n<\/em><\/p>\n
\n<\/strong><\/em><\/p>\n
\n\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 TRY … TRY … TRY AGAIN … and again until you find what works best with your prospects!<\/em><\/p>\n