By the Ocean
Sunny 78 Degrees
8:35 a.m.
Most business owners spend their time thinking about how to get what they want.
It’s usually more successful to spend your time thinking about what your prospects want and how to give it to them.
You would think these two options would lead to the same place, a successful sale, but they don’t.
The first scenario, where you just want to sell your stuff, starts with the conclusion set in stone. You’ve got the product and you want them to buy it. I’ve discovered this is dumb and shortsighted 🙂
The second scenario, where you view things from the prospect’s perspective and ask, “how can I solve my problems?,” allows you to see possibilities far beyond just your product or service in its current form.
With so many people in the world suffering from the exact problem you can solve, why is it so hard to connect with them? Why does it often feel like you are invisible?
Because they don’t know about you, they don’t trust you, they are generally scared, probably a bit confused, very distracted and don’t want to make a mistake…again.
That’s why, when a sales guy shows up to sell them something, the shields go UP! It’s a survival mechanism to protect themselves from more pain.
So don’t show up like a hunter, demonstrate you actually care about where they’re at and where they want to go.
You can’t go wrong being a champion for the people you want to serve. Step one on that journey is seeing and feeling the world through their eyes and heart.
It might not be as quick to generate results as the guys with all of the slimy sales tactics. But there’s a price you pay when you’re slick like that and manipulate people.
You might make that first sale quickly to that buyer, but you probably won’t make a second.