The Power of Language

May 4, 2013

Learn and practice examples and metaphors that will solidify your points and/or rebut objections. Some examples for you:

• We’re a large complex organization, it would be tough for a solo consultant to help us.

Response: All you need is momentum, not someone to bench press the organization. A single, small tractor, driven by one person, moves jumbo jets around the airport.

• We never utilize external consultants.

Response: You’d be surprised at how many of my best, current clients started the conversation the same way!

• You don’t know our business.

Response: That’s why people hire me. I specialize in processes and provide the fresh air of best practices so you don’t merely breathe your own exhaust.

• We have our human resources department get involved with all change management initiatives.

Response: Why? This is a strategic decision. Why refer it to a tactical area which may be threatened by the very concept? Would you entrust them with your financial planning?

• What can you do for us?

Response: I’m not sure. Why were you interested in speaking to me in the first place?

• We can probably do this internally.

Response: Then why hasn’t it been done? Initiating special initiatives with your own people is the most expensive and inefficient way to get things done.

• Who else have you done this for?

Response: My clients, as you would be as well, are confidential. When we get to the proposal stage, if you still need to talk to someone, I’ll be happy to provide references.

• How much will this cost?

Response: I have no idea at this point, and to quote something as a guess would be a disservice to you. But if you can answer a few questions for me over the next 20 minutes, I can have a proposal on your desk tomorrow with options, investment, and ROI. Would that be suitable?

• I’ve never heard of you.

Response: Why would you have? I only work on referrals from happy clients to their peers. I have no need to advertise or use PR.

• Would you give us a deal to secure the business right now?

Response: Do you do that for your customers? If not, why would you expect it of me? If so, you need me more than you think!