The Desert of Arizona
Clear 46 Degrees
From my perspective, the big question in the selling game is this one:
Who opens the “door” to make the sale happen?
In the world of the traditional salesperson, it’s the seller that opens the door. Sometimes the door is beaten down, other times it’s opened with confidence.
But it’s clear to everyone that the salesperson wants the door open and he wants it open sooner than later.
In the world of the Incomparable Expert™, it’s the buyer who opens the door.
And the buyer opens the door because the buyer actually wants to see what’s behind the door.
If you’re into attraction, the goal is to engineer a system where two things are true:
- Your buyer wants to open the door.
- What the buyer finds behind that door contributes in some way to that buyer wanting to open the NEXT door in your system.
The end result is that you have a buyer who WANTED to be there, not a buyer who was the victim of something that was DONE to him.