Do you ever feel like you get bombarded by every business opportunity, class, webinar, sales pitch, etc.? Everyone is out to make a quick and easy buck. That’s ok. Who can blame them? Entrepreneurship is what is going to stimulate our economy. However, people are looking for trust, authenticity, and want to save money, rather than lose money. No one can afford to throw money away anymore. We are all much more discerning.
It’s important, as a business owner, entrepreneur, salesperson, to customize what you sell to the specific client. Nothing is a one size fits all product. I think that’s large mass events, that only cater to the masses, and not the individual, struggle to survive.
The key to developing authenticity with a potential client is simple. It is called listening. That’s right. Closing YOUR mouth, using your ears to find out as much as you can about the person, and determining what problems you are able to solve for them.
I work with many entrepreneurs and we do mastermind coaching circles. It’s interesting to see how much of a need there is for people to talk endlessly. It’s like the old saying, If you give them an inch, they will take a mile. A 30 second elevator pitch can turn into a 10 minute speech if not monitored. But, what is the person actually saying? Many times, not much. I believe they enjoy the sound of their voice and the attention they are getting. No matter that the clock is ticking, it’s getting late, and there are 10 more people left to share.
As an actor, I was taught to sense the atmosphere. Can you feel that people are squirming or that their eyes are glazing over? Get to the point quickly and concisely. Ask for what you truly want and then be quiet.
The most powerful salesperson is the one who asks questions, collects information, and then customizes solutions for the individual. When given the choice, the sale will go to the person who comes from a state of giving, rather than of receiving.
When you find yourself going into overdrive, explaining your product, and all of it’s features and benefits, STOP, take a breath and listen. We all do it, right? Set a goal to say as little as possible and take a deep interest in the person you are listening to. It works and it’s authentic.
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