Reverse our way of thinking: the focus is not on us, but on our customers
The method which the author lays out for us in this book is founded on one key concept: that of radically changing the way we think. Like a sock that must be turned inside out if we want to put it in the right direction, so must our thinking be reversed for it to be effective in carrying out a consultant’s work.
This translates into a very simple idea: stop thinking about ourselves and start thinking about our customers.
This equates to a paradigm shift, if we are to understand that the world does not revolve around us, but that we revolve around the world. It is not us who are at the centre, but our customers, with their needs, their difficulties, and the objectives they need to achieve.
It may seem like a trivial matter, but it is not, because this change in perception is immediately reflected in all of our actions. We will no longer talk about ourselves, the experiences we have had, the numerous courses we have taken, the skills that distinguish us, but we will always bring the focus of our discourse to the customers. We will take a step back, to really enter their world, understand it well and think about how to make it better.
This new way of thinking is nothing shocking, in fact, we could simply call it common sense. The author provides us with a clear warning: if we make it ours, we will be successful as consultants, if we don't, we will always struggle.
The key ideas of "The Irresistible Consultant’s Guide to Winning Clients"
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