JASON LEISTER

How to Sell Yourself

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Jason

By the Ocean
Partly Sunny 73 Degrees
7:56 a.m.

Humans buy what they want. Almost always.

So if they’re not buying, it’s because they don’t want it.

But where does “want” come from? What is the source of “desire?”

Why do humans so clearly want some things and not others?

I imagine this question is the reason that traditional selling was invented.

Prospects didn’t wake up just wanting what companies were selling so an approach was created to ensure that those prospects would buy it anyway. From this one idea sprang an entire industry that good people have come to hate.

If you want to kill a party, just invite a lot of salespeople and watch everyone scatter.

It doesn’t need to be this way. In fact, in this day and age, it can’t. Unless you want to get ignored.

Selling is the art of connection. It is the process where the prospect’s journey towards what they want ends up going right through your universe and what you have to offer.

You can’t tell a human to want something they don’t want. You also can’t get them to stop wanting something they do want.

The good news is we don’t have to.

To be successful in business, we have to know two things:

  1. We have to understand what they want. And that means understanding what they REALLY want, the thing that is probably a few levels deeper than what they’re willing to talk about out loud.
  2. We have to know how to channel that demand through what we have.

Is this all about manipulation?

YES IT IS! But it’s about manipulating YOU, not THEM. It’s about using the power of empathy and the strategy of attraction to make it obvious to the people you could serve that your product or service can help them get where they want to go.

This is part art, part science, mixed with a good helping of service.

What does this look like in the real world?

That’s the question I’ll answer starting May 12.

The goal is to sort out how this “selling” process can work so that you’re actually a welcomed guest in the life of your prospect.

If you’re tired of the old way of “selling,” this will give you a better option.

It starts in a little over a week.

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