A short YouTube monologue (by Clegg) arguing that instead of leading conversations with credentials or qualifications, professionals should seek to provide value by asking questions to discover what others actually value. Transactions (sales/opportunities) are presented as a natural outcome of delivering that value.
Chapters
Like, meet people and you say, how you doing? Great. I'm great. So what do you do for a living? Well, I'm a John Maxwell certified coach. There's nothing wrong with being a John Maxwell certified coach. But what they're looking for, what they're saying is I am the most qualified or I am a qualified person or I have a certification in. And then they name whatever they have a certification in, right? Or I'm Dr. So and so. And what happens is people believe that if they believe that I'm the most qualified or if they believe that I'm qualified, then they'll do business with me and I can get a transaction. But I'm going to tell you something. What if transactions are how you get the money, right? And they get your product or your service, your application opportunity? What if transactions were just the natural outcome of providing value for them? And then what if the only way that you could provide value for them would be to ask them enough questions to find out what they value? And then when you talk to them, you only talk to them about stuff they value instead of about stuff you value and wish they would value because you value.
