The Desert of Arizona
Sunny 56 Degrees
In business, pretty much nothing happens until someone sells something.
That’s why so many people with selling on the brain develop the habit of thinking, “What do I have to do to sell this thing?”
While that question might be considered a valuable one by some people, I think we can do better.
Asking a question like this really puts you in the wrong frame of mind when you’re selling. Especially if you want to be an advisor in the mind of your prospect.
Here’s a better question to ask yourself…
First, you have to put yourself in the shoes of your prospective client. Now, as the prospective client, ask, “What would that service provider have to offer that would make me say ‘I WANT THAT!’“
The first approach focuses on you and what you have to do to achieve your goal. That’s all well and good except your clients don’t care about your goals.
The second approach aligns your approach with your prospective client’s goal. This way, you’re sitting on the same side of the table as they are.
Instead of figuring out how to “sell” them, why not figure out how to engineer something they want to buy?
The destination is the same place, but the thought process and actual journey will be completely different.