If I had to select one quality, one personal characteristic that I regard as being most highly correlated with success, whatever the field, I would pick the trait of persistence." Richard DeVos
When you want to assume the position of “Advisor”in the minds of your prospects and clients, you actually have to act like an advisor. This means you do not blindly accept the premise they bring to you when they are looking to hire you.
Which premise is that?
The premise I’m talking about is the assumption that what they are asking you to do (the specific deliverable or service) will get them to where they want to go.
Now they might be right. They might know what they need. But they are not the expert in this area of things, you are. So that means you owe it to them to help them even figure out the right course of action to pursue. This can be done with training from a good advisor or training schools. Like the following link on MLM’s
Most service providers gloss over this. I think it’s because of fear. I know that’s why I did it for so long. When you’re trained in the "system" as well as I was (I had no idea that getting Straight A’s in school was simply proof of my willingness to submit to following orders), even the "confrontation" of asking your prospect why they think their intended course of action is the right one can make you nervous.
Ask, Believe, Receive – just three simple steps to create what you want. However, very often the second step, believe, can be the most difficult one. And yet it is the greatest step you will ever take. When you master believing, you have mastered your life. To master believing, all you have to do is tip the balance of your thoughts, words, and actions, from ‘not believing’ to believing. The ONLY thing that can ever get in the way of manifesting what you want, is having more thoughts of ‘not believing’, speaking more words of ‘not believing’, and taking more actions of ‘not believing’, than you are of believing. Base the majority of your thoughts, words, and actions in believing, and the law of attraction must obey you.
Believing contains no doubt. Believing does not waiver. Believing is absolute faith. Believing remains steadfast despite what is happening in the outside world.
I felt that for a long time. It felt like confrontation. It made me nervous. It made me think they might leave. Eventually I realized that was a product of me "trying to get liked." This is a detrimental quality for an advisor.
The goal is not to get a friend. The goal is to help a client move forward.
So the next time a prospect comes to you and says, "We’d like you to do X, Y and Z… could you let us know how much that will be?" consider NOT answering with a simple Yes or No.
Instead, ask a question:
"What makes you think that’s the right course of action here?"
This approach actually provides a MUCH higher level of service to your prospects and clients. And it keeps you out of the vendor box for good.
Your vision is in Your Mind