Skillset vs. Mindset (part 2)

So, picking up where we left off… how do you change your Mindset?

Two things and not just verbal diarrhea: Sincerity and Authenticity.

People want to be in business with someone they like and trust. If you’re coming from a genuine way of “how can I add value rather than how can I take something?” there is an energetic exchange that is measurable.

Pay close attention to this…. people don’t like to be sold, they like to buy… and who do they buy from? Someone they like and someone they trust, daaahhh!!

Let’s take an example of understanding what is said and what is meant… so let’s imagine you had 2 voices coming out of your mouth that verbalized every thought you had… one is what you say and one is what you're actually thinking without any censorship.

What is said: Hi, I’m really pleased to meet you, so glad to see you.

What is meant: I can’t believe you got me out of bed at 6:30am to beat the traffic to be at this meeting.

What is said: No problem, of course we can take care of that, I’ll get that handled for you immediately.

What is meant: just get the damn contract signed and I’ll figure it out later.

There is a mismatch between your intention and your verbalization, an incongruence between what’s going on as the subtext in your mind. How would life be different if that’s the way it was, for a lot of people, that’s a pretty scary.

But listen up, we have no secrets when we are coming from a place of incongruence, customers feel when someone is out of integrity… they may not be able to verbalize it, but they feel it, and that destroys the relationship and then the sale. That’s the gut feeling that is right 9 times of out 10.

Sincerity is a huge part of being able to increase your closing ratio. Top sales people have a sincere level of appreciation of what the client wants. The intention that was set was “how can I understand you?” and “how can I serve you better?” instead of “how can I sell to you?”.

In other words, how can I contribute rather than how can I take?

Now here’s what’s interesting, salespeople that focused more on that, spent far less time closing and overcoming objections. It was almost a natural progression of the sale. Whereas, those that did not spend the right time for understanding the client needs and building that relationship of trust based on a level of sincerity, appreciation, and authenticity, had to spend more time overcoming objections and closing techniques to make up for lack of authentic connection and wanting to add value to the client.

Does that make sense?

Ok! You don’t have to learn better closing techniques unless you’re focused on being less than authentic about adding value to your client. Adding to your skills is good, but many times, it is a poor substitute.

If you come to the table with a genuine behavior that says:

“I will let this sale go if I sincerely don’t feel in my heart of hearts that this is the right solution for the customer”

If you can do that, then by paradox your sales tend to go up. As a result, you will spend less time on prospecting because the customers you connected with have such a level of trust and appreciation for what you’ve done and how you worked with them, they are more than willing to recommend you. So your referral bank starts building. That's cool!

Here is a conclusion that I arrived at after many years in sales:

If you can come from a place of authenticity and sincerity people will want to do business with you rather than be convinced to do business with you.

Now... does that make sense?

Let me know what you think.

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