The Client Letter
November 1, 2012
Sedona, Arizona
Sunny 58 Degrees
Life is a lot smoother when you put on your reality glasses and start seeing things as they are, not as you want them to be.
For much of my life, I didn’t have reality glasses.
Even if I had owned a pair, I’m not sure I would have had the guts to wear them. Little bit too scared of seeing things clearly you know? With clarity, it becomes obvious if you’re making it or if you’re sucking wind.
In the past few years, I’ve realized just how valuable these reality glasses are.
Here’s an example:
As much as you like to talk and think about you, that’s pretty much where it ends. Because YOU are no one else’s favorite topic.
Again, it’s just the reality of the situation.
So the last thing you should be talking about with a prospect is YOU.
But what if they ask you about you?
Understand they’re not really asking about YOU. The only reason they even mention you is because they’re trying to get a handle on what you can do for THEM.
It’s really quite simple.
So how do you talk to a prospect?
All you have to do is focus on their #1 most favorite subject: THEMSELVES! You gotta ask some questions. (The right questions.)
Ask and you shall receive, remember?
In fact, when you get someone on a roll, you’ll often end up hearing things you’d rather not!
Such is the risk of doing business.
If you’ve never gone into a discussion with a prospect 100% confident that you will be in control of the situation, it’s a beautiful position to be in.
This is something I do really, really well. I don’t know why, I just do. You could call it my stupid human trick I guess.