I spoke with a new solo consultant today who was singing a familiar tune:

“I’m not good at sales. I’ve never had to do it.”

She wasn’t down on herself.

Quite the opposite actually - she was resolved to climb the learning curve quickly.

It’s interesting, still, that we can steer clear of things just out of unfamiliarity.

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A few years ago, my mom came to visit, and I took her to my favorite Thai place (remember what I said about Seattle Thai restaurants?)

I remember some hesitation - she’d never had Thai food before.

But she ordered the Pad See Ew and loved it.

Like, ‘highlight of the trip’ loved it.

And when she got back to Texas, she started looking up Thai places nearby.

Every now and then, I even get the “what was the name of that Thai dish I liked?” text.

And it warms my heart.

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Sales, or ‘biz dev’, or ‘conversations’, or whatever you want to call it…

Yes, it’s a big part of the soloist life.

For many, it takes up almost half our working time.

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But if you’re clear about what you do well.

And the digestible approach you offer.

And the unique value you unlock.

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Then sales stops being scary.

It becomes an invitation.

An opportunity.

A simple offer.

And perhaps a favorite dish you didn’t know you’d love.

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💡

-Wes

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