By Freddy Freundlich
At the end of the day, one thing is certain… People only want what’s good for them. They want to feel good, to feel that they got exactly what they want, that they got the best deal, and that they made the right decision. They want to feel that they’ve bought, not that they were sold. They want to feel really good, to be really proud of their purchase, and they want this feeling to continue tomorrow, the following day, throughout the week, and the week after… People want everyone around them, whether it’s their boss, co-worker, spouse, partner, friend, or anyone really, to believe that they got a great deal.
Your utmost concern should be making sure that your prospect feels good. And you need to understand that all he/she really cares about is, “what’s in it for me?” It’s never about you, or your problems, your dreams, your kids, least of all, your marital problems. It’s all about them, you are irrelevant. So, your number one priority, at all times, should be to make that prospect in front of you feel good, and if you want a better result, make them feel great! The better you are at doing this, the more successful you will be. Could anything be simpler than this? Why would anyone want to make it tough? Now, if this is all true, then your business is not selling, rather it is making people feel good. The question to ask yourself is, am I capable of doing this very simple thing? Of course, there’s a little more to it, but most of it is technical. If you are ready to accept this thesis, then the first and most important thing for you to do is to sell yourself on yourself. Do you feel good? Are you in a good place? How do you define yourself! If I was right in front of you, and you had just sixty seconds to impress me, will you be able to provide a sixty-second elevator pitch about who you are? Or what you can do for me? Because if you only have sixty seconds to impress me, what would you think is more important to me? Hearing about you, or about how you can improve my life? Seems pretty obvious, but sadly, it’s not. This is simply what separates the great salesperson from the mediocre salesperson, in other words, the 80/20 rule.