By the Ocean
A Few Clouds 72 Degrees
5:16 a.m.
When a prospect asks a question like, “Should I buy this from you?” a salesman will answer with a confident YES and a trusted advisor will answer with something like, “I’m not sure yet, why don’t you tell me about your situation.”
There’s enough room in the world for both types of people. Salesmen and trusted advisors. But if you want to be a “hardcore closer,” you’re on the wrong list.
It is very odd to me that business is about giving the customer what he wants at every time OTHER than before he buys. In that part of the process, we’re taught to give him what he doesn’t want, a sales pitch. This is a weird thing to do. Because it forever cements the perception of you in the prospect’s mind as a SALESMAN.
That’s not a problem, unless that’s not the position you want to hold in the prospect’s mind.
It doesn’t matter which option you choose here: to sell or to advise. You’ve got the freedom to pick what is right for you. The important part is that you don’t confuse the world about which option you choose.
Salespeople sell. Advisors advise.
Sales happen in both environments, but they happen very differently.
I wasn’t “born to sell,” because I could never treat another human that way.
I WAS born to advise, which is what I do. So over the years, I had to figure out how to create sales in a different way.
Tomorrow, I’ll be talking about my approach during the Making Selling Invisible Class. Enrollment for that closes tonight at midnight eastern, so this will be the last reminder.