The Business of Authority

3 Questions to Ask Yourself in the Sales Process

Episode Summary

What three questions should you ask yourself during the sales process?

Episode Notes

What three questions should you ask yourself during the sales process?

Talking Points

• Why you need to answer some questions yourself during the sales process
• What resources you need to serve the client
• Calculating how your time and costs are incurred on behalf of a client
• Whether the job allows you to work from your genius zone
• Knowing when to say “no” to working in a different way
• Knowing how to say “no”
• Burning out and checking out
• How a particular project or client advances your authority
• Learning and advancing your skillset
• Creating momentum for your business
• Being intentional about broadening your target market
• Treating other aspects of your business the same way that you would a client
• Tricking yourself into getting things done
• Getting your business into alignment

Quotable Quotes

“These are the kinds of questions that are going to help advance you, your business, and your authority, and I think we get into trouble when we don’t ask these kinds of questions.” –RM 

“If you’ve recognized in the past that clients tend to lead to more clients that are similar, then you’re really going down a rabbit hole.” –JS

“Everybody’s genius zone is different. That’s the glory of it.” –RM

“By definition, it feels like you have a smaller pool of potential opportunities. But the reality is that the exact opposite ends up happening.”