An NBC affiliate interviewed me prior to a lecture I gave regarding how I look at the art of sales.
The interview went fairly well, but the interviewer was a little flustered. Towards the end of the interview, she asks me about my upcoming training dates and times. When the slide went up on the screen, she was supposed to hand me her cue card. Instead, the card went sliding across the floor and out of site. You will hear me stall as a monitor is turned so I could read off of that.
In this clip, I discuss how it is much more elegant to discover your prospect’s buying strategy and fit yourself into that frame than it is to “sell” your prospect. No one likes to be sold, but people do like to buy.
The same basic concept is at work in the dating scene. Too many times, the men I work with attempt to “sell” themselves to the women they want to go out with. They do not listen!
As I tell my clients, your mantra for that voice inside your head should be… “Shut the eff up! Shut the eff up! Shut the eff up!…”
As long as you are thinking inside your mind about the next thing you are going to say, then you are not listening to the person right in front of you. If you listen, you will find out what is most important to her. You will find out her values, her beliefs, her trance words, and a whole lot more.
These elements will tell you about her “buying” strategy. Walk with her through her strategy, and she will be “sold”.
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