When consulting on serious matters, Tutor and Audrey believe in bringing all of themselves to the conversation. If you stood in the doorway to Audrey's room, you would see them side by side, sitting on the floor, facing in opposite directions, shoulders touching. On "Go!" he will turn slow majestic somersaults to the right, hitting the wall and returning. She will turn fast somersaults to the left, hitting the wall and meeting precisely in the middle of the room, at precisely the same moment. Her RPMs are three times his, because her circumference is a third of his majestic girth. Upon meeting, each must shout out the one word or phrase that has come to mind. Then another run of the room, then, the next word or phrase, taking into account what the other has said. You will admit, if you are candid, that few Grownup to Grownup Consultations show such seriousness of purpose, and depth of shared understanding.
Round one: Tutor shouts, "Earn!" And Audrey shouts, "Money!"
Round two: Tutor shouts, "Earn money!" Audrey shouts, "To save dogs!"
Round three (by now Rex is running up and down excitedly barking): Tutor shouts, "How?" Audrey shouts, "How?"
Round four: Tutor shouts, "Find the need!" Audrey shouts, "Ask people!"
Now, Tutor and Audrey go face to face, cross-legged, knees touching. Tutor explains that we can "sell to needs or sell to wants." First we must discover who in the Castle needs help, and has the capacity to pay for it. And also, who in the Castle knows and is willing to say they want help. Only after we convert needs to wants in our prospects should we make the ask, or conduct the close. Do not close when you know what the prospect needs. For example, she might need a retirement plan. Close for what the client wants. For example, she might say, "I know I need to save, but God! What I really want is straw hat." What are you going to sell her? Straw hat! Unless you can get her to say, "I want help with my retirement," or "I want more security in retirement." Then once she says that, you can close for your next step in the sales process. Audrey bobs her head. Got it! Needs to be confirmed as wants. But how find unmet needs, let alone unmet wants? Who might have a need? Wouldn't Momma just hire someone to meet that need? What could Audrey do that is not already done? Tutor and Audrey both sense they are making progress on this knotty problem. Both tap the side of their heads with a finger, making "thinking hard" faces, all scrunched up, like you do when you think hard. Now, they must go another round or two to elicit specific ideas. Ready? They are ready. "Go!," shouts Tutor.
Round five: Audrey shouts, "I know!" Tutor shouts, "Who?"
Round six: Tutor shouts, "Really?" Audrey shouts, "Listen!"
What Audrey has noticed is that when Momma has big parties of dignitaries, like to discuss Global Warming, or China Trade Policy, the wait staff and kitchen staff are pressed beyond measure. Every available body is pressed into service cooking, or serving, or cleaning up. The matters are made more difficult by the entourages. For every dignitary there may be three or more Trusted Advisors, Clerks, baggage handlers, body servants, mistresses, traveling companions, chauffeurs, helicopter pilots, or bodyguards. So, upstairs Cook must serve, say, 75 guests, but downstairs he must serve, say, 300 of the entourage. Momma could bring in contingent help, but Legal Counsel and Master Jack recommend against it. Vetting servants at the Castle takes month, like getting into the CIA or the NSA. You can't just have anyone waiting on the world's most important people, at $15 an hour, no benefits, hired off the back of a truck, like migrant workers. So Cook has a need, but does Cook have a want? Can Audrey get Cook to say the words, "I want help with this so so bad!" Or words to that effect? Then she is to say, "Would it help if....." Like this, "Would it help if you had totally reliable help that you could call on at a moment's notice, right here in the Castle....?" But to get that far we have to begin we must first probe for the needs.
Are you surprised Tutor knows consultative selling big time? Are you kidding? Do you have any idea how many Top Producers he has trained for Wealth Bondage? You don't get to be a Senior Dungeon Master to the Stars without knowing a little about Eliciting Human Desire and Converting to Cash. But sales requires commitment, alignment, authenticity, and enthusiasm. Never has Tutor had a salesperson so at one with her product, and so on fire for her cause (saving dogs). She is a fast learner, as they role play probing for needs. "Can you tell me a time, Cook, when you were felt overwhelmed?" Or, Cook, "Thinking back over the last month, do you recall a time when you felt you could not keep up with the work, and even feared for your job?" "Tell me more....!" "So you are saying, Cook, that sometimes it gets so busy you could scream because you have too few reliable staff? Do I have that right?" "Would it help, Cook, if.....?" Rehearse, rehearse, rehearse. Objections arise as to the size and scope of the proposed solution. Objections are answered: the solution is small, yes, but very strong and speedy. Then, after answering the objection, reiterate the needs, confirm the solution, and close again, again, again. The biggest sales are made after how many objections? Twelve! You got to close until they drop to their knees and beg for mercy. Stick in, twist, and break it off. In every interview a sale is made. Either you sell them or they sell you. Audrey strides about waving her plastic sword. Objections will be slain. No mercy! Because? Because no dog should go hungry.
Is Audrey ready? Very ready! Tutor and Audrey do a fist bump and race each other down below stairs to the big fragrant kitchen. Let's see how our once and future Queen does under actual Field Conditions.