Nyctinasty Is The Magic Key To Your Success. Here's Why.

I love chocolate milk.?But I really love a new brand whose chocolate milk goodness is sufficient to start an addiction.?Now I buy a quart whenever I shop, always keeping it on hand in case the craving strikes.

But what if the buyer for milk at the local grocery store said, “Nope, not interested in anything new, I’ve been buying Polka Dot brand milk for 10 years”??I, like the legions of other fans, would be deprived of Fairlife Milk’s life-altering chocolate milk.

Here is a similar story in our business.?We’ve got an innovative product with multiple patents that’s a game changer for boaters who like surfing as well as cruising around.?At a recent dealer meeting, we exceeded our sales projections by 200%.?Dealers loved it, in fact every attending dealer not only bought boats but did so in depth.?Love that.

But I get occasional field reports from dealers who literally say, “We’re not interested in anything new.”?When at that crossroads as a seller do you double down and say something like, Hey, you really need to see this, your customers will love you for it. Or should you save your energy?

Any keen sales expert might love the fight and work to change a stubborn opinion.?It’s more likely that it’s not an opinion that needs changing but a mindset that’s set in stone.?As a result, recognizing the difference between a loosely held opinion and a mindset pays huge dividends.

If you’re smart enough to recognize closed mindsets, where new ideas go to die, your best course of action is to say thank you and move along cowboy. ?Ignoring this reality will have you in an arm wrestling contest with no end. ?You’ll spend your time, money and energy only to end up with a sore arm and lower bank balance.

Preaching to an open mind is like planting seeds in fertile ground.?You’ll know if you’re in the right place if the conversation is engaging.?If the energy is positive your prospects are encouraging.?If you’re in the right place, you’ll feel it if you’re attuned.

Getting into a fist fight over a hardened opinion is a losing proposition. I love the Zeness of, A clever person solves a problem, a wise person avoids it.?Refining the art of rating opportunities is the difference of distinguishing a Picasso from a potato print.

Finding a curious buyer pays the greatest dividends, a more effective and efficient use of time and resources.?An intelligent seller knows that time and resources are finite, thus the path to closed deals involves the least pain in the process.

If you’re a seller of anything, you want to get to the point where you understand a buyer’s willingness to consider as rapidly as possible.?If you get a response requiring a mountain climb the best action is a quick exit to more fertile hunting grounds.

Understand that reeling in big fish is predicated upon being in the right fishing spot.?Developing a nose for buyers searching for the next best thing should be among the highest sales priorities. ?

RainX is a driver’s bonanza. Your windshield stays cleaner longer and rain hates it.?You don’t even have to use your wipers in some rainy situations.?Ask people if they’ve tried it and you’ll typically get a hearty endorsement.?Ask people to try it and the responses will range from, No, I’m good, to Sounds great I’ll try it.?Right, you now know what a fixed vs flexible mindset looks like.

Loss aversion is the psychology behind a closed mindset.?Simply put, a buyer’s fear of making the wrong decision is greater than a perceived benefit of risk in change.?No one is immune, so embrace the concept and embed it into your marketing.?Success is found where risk weighs less than the realized solution. ?

Anyone interested in seeing the same old stuff we’re already familiar with??Thought not.?No, humans are hard wired to continually want something new.?If that weren’t true you wouldn’t see everyone woodpeckering on their phones, afraid of missing some tidbit the rest of the world saw yesterday. Yes, that rush of dopamine created by fresh mental stimulation is what we’re all addicted to.

What does that mean for buyers?

1. If you’re not experimenting in offering customers new products you’ll be left for dead by those competitors that do.
2. Avoiding the freeway of information about innovations and new ideas that make life better puts your business on the side roads.
3. Failing to be curious leads to bobbing in the sea of sameness. ?

What does that mean for sellers?

1. Create marketing evidencing solutions minimizing risk.
2. Get smart about recognizing closed mindsets where your idea seeds won’t grow.
3. Make your appeal emotional, concentrate on user benefits.?

There’s risk in everything you do.?Failure to act means you’ll be left behind.?Acting’s sister is failure.?But embedded in action is an allure that human beings find attractive.?

Ever heard the word Nyctinasty??

It’s when flower petals are closed up.?Like a closed mindset, you don’t get the beauty without being open for others to enjoy and appreciate. ?Naturally we gravitate to the open, beautiful flowers ignoring the closed ones along the way.?Let your life and business be like that.