Transformations, not transactions using big picture thinking...

The Lesson

Greetings from Troy,

When you’re selling higher-end packages, you’re selling a transformation and it’s very different from selling a product. While they have similar principles, the fundamentals are significantly different. In this type of sales, it’s important to build genuine relationships rather than treating clients transactionally.

You know the kind of people that only call you when they need something? They remembered you have season tickets to their favorite sports team, or they want contacts or information.

Those are the transactional types that don’t really value you for you, and that approach won't work when selling transformative packages.

We want to move towards genuine long term relationships that are worth investing in, and far away from relationships that don’t really contribute to the whole.

I was listening to a podcast about government contracts the other day, it was the original character portrayed in War Dogs. His tasks were to bring legal arms into various countries, and take care of purchase, import, export and distribution of the arms.

I sure hope this email doesn’t get flagged. Lol

The point being, they were completing millions of dollars worth of legal contracts, and getting a transformation for the government. I believe he said there are over 30,000 contracts posted a day.

Why were they favored after completing various contracts? They had a reputation. Until they ruined it. That story is for another time.

If you’re selling anything, especially in the knowledge and information space where we often sell our time for money aka our expertise - we’re selling results. We’re selling from Point A to Point B But…”How?” do you exactly do that?

Step 1. RECOGNIZE You have to recognize the general transformation you take people through, and get behind it…be excited about the end goal and result.

Step 2. YOUR METHOD You develop a method for your transformation. For me? My 3 pillars for my method are Strategic Positioning, Diagnostic Sales & Central Arguments. I use these to help consultants and experts market, sell services and position themselves for larger contracts. You must know what you’re talking folks through to get your desired result.

Step 3. REALIZE THE GAP Realize inside of a transformation, there are HUNDREDS of Point A’s and Point B’s and some people will be further along in their development than others, even small transformations lead to the BIG transformation at hand.

Step 4. PROGRESS Reminding your clients about the progress, often.

Step 5. SALES STRATEGY Find a sales approach that works for you, that is client based and outcome based. Your long term goal is creating transformations even while you’re selling. Even if I don’t work with you, I always want you better off than when I left you.

If we neglect these areas, specifically Step #1 (not getting behind what you sell, and the transformation) it will be a difficult path.

We can get stuck due to thinking we have strategic problems, but we often need emotional and spiritual enquiry to fully back ourselves.

The Mission

I started Internal Success because I just wanted to help more consultants and experts price, package and land bigger contracts. I wanted a place to build an email list, sell more services, and help a ton of folks along the way.

It has been almost 9 months now doing just that and I'm super gracious for the folks that have joined me on this journey and watching it all unfold.

I've got a significant number of new people around here, and if you're new here I just wanted to say "WELCOME!"

I was recommended a few months ago by Rachel Soper Sanders , and she's really added a ton of folks to my world. If you want to get to know me more, feel free to add me on LinkedIn or checkout the YT Channel.

LinkedIN: https://www.dhirubhai.net/in/troyassoignon

YouTube: https://www.youtube.com/@troyassoignon

Here's a handful of examples of past client results too: https://troyassoignon.com/testimonials

The Study

We've got something special for you! We did an interview with Isabel Sterne ?? not long ago, and it has received great reviews thus far.

Have you ever struggled with integrating your personal brand into your professional identity? Our latest interview addresses just that.

It's about 19-min long, and I think you'll enjoy it.

If you enjoy the interview, subscribe to the YT. Kthnx!

The Homework

Alright, here's some heavier homework for this week, the weekend...whenever you can find the time.

Identify Your Transformation:

• Write down the specific transformation your product or service provides.
• Be clear about the before (Point A) and after (Point B) transformation that happens with your clients.
• Example: “Before using my service, clients struggle with unclear positioning. After, they have a cohesive positioning strategy that attracts their ideal customers.”

Develop Your Method:

• Outline the steps or pillars of your transformation method.
• Break down each step and how it contributes to the overall transformation.
• Example: “My method includes Strategic Positioning, Diagnostic Sales, and Central Arguments. Each pillar is crucial for helping consultants secure larger contracts.”

Create Micro-Transformations:

• List smaller milestones or wins that clients achieve on their way to the big transformation. This helps in recognizing progress and maintaining motivation.
• Example: “Identify at least five smaller achievements your clients reach before the final transformation. For instance, improved client communication, bigger contracts or a refined sales pitch.”

On your side,

Troy

P.S. Whenever you’re ready, there are 3 ways I can help you.

• If you’d like to position yourself as an expert authority and make more sales without ads, cold DMing or commenting like a crazy person... I can give you an actionable roadmap on what you need to work on in the coming 6-9-12 months so you can build repeat clients and an unshakeable position in your marketplace. DM me the words "Positioning" and I'll get you sorted with an available time slot to connect.
• Want detailed and insightful content? Subscribe to the YT https://youtube.com/@troyassoignon.com and we'll be publishing more content for ya'.
• Follow me on LinkedIN or connect on Facebook where I share marketing tips, insights and strategies you can use along the way.