How Well Do You Really Understand What’s Going On Inside Your Buyer’s Head?

Have you ever had a client, after completing the engagement, tell you something along these lines...

"We could have done this without paying you all that money."

You may have heard another version of the same phrase from self-help gurus and motivational speakers. Even Napoleon Hill's famous phrase...

"Whatever the mind can conceive, man can achieve."

Nevertheless, he was so poor throughout his whole life that at one point his wife and kids deserted him because they thought he was hopeless at putting food on the table. And after his assignment from Andrew Carnegie, the only reason why he didn't die of starvation was that W. Clement Stone hired him as a sales trainer.

Obviously he couldn't achieve everything that his mind could conceive. There is one thing doing what you do and another is to add some art, a certain je ne sais quoi to it to make it truly outstanding.

Something that Mozart had to rise above Salieri, although Salieri worked very hard to keep Mozart in the shadows and away from the attention of Emperor Joseph II. Mozart was an eccentric genius, whereas Salieri was a conformist court composer.

Or something that Tesla had to rise above Edison, although Edison left no stone unturned to discredit Tesla's work. Once, Edison promised to pay Tesla $1 million if he solves a problem on Edison's DC generator.

Tesla solved the problem, and then naively asked for the money. Edison laughed him out of his office...

"Tesla, you don't understand our American humour."

Or think of Barbara McClintock a biologist, who discovered that the DNA helix was an intelligent entity that can program and re-program itself based on information Her findings were so radical that both academia and the medical profession ignored it. And although she received a Nobel Prize in 1983, a large percentage of her peers still regard her findings as suspicious.

Barbara climbed inside the human body to discover what makes it work so precisely. This is why we have to crawl deep inside our perfect clients' heads and hearts.

And this is what we discuss in this month's horrificly terrific episode of Commando Consulting, entitled, How Well Do You Really Understand What's Going On Inside Your Buyer's Head?.

Enjoy!