Your intent counts more than your technique

Enlightened Sellers understand that you need good information from prospects or clients in order to provide good solutions. To get good information, you need to ask good questions with the clear intent to help the prospect or client succeed.

Enlightened Sellers also understand that whenever they meet a prospect or client for the first time, that prospect or client will very quickly assess their intent. The brain’s safety valve (the amygdala) will constantly be assessing: is it safe? How they see the sales person dictates how much information they share. Knowing this, they rely on two enlightened ‘rules of engagement’:

1. People don’t care how much you know, until they know how much you care… about them. Their needs, challenges, preferences and desired business outcomes.
2. You are most successful when you focus on the success of others, rather than your own success. When people feel they are manipulated or led to your conclusion rather than to theirs, they typically move quickly in the opposite direction.

If you have been struggling with a sales challenge for more than 30 days, should we be talking? Click this link to hear from people like you who are working with me.