I had a great conversation on Wednesday with Tom Searcy, CEO of Hunting Big Sales and we were talking about Sales Matters (which is on “delayed launch”) and how I kept turning down writing a book even though it keeps coming back up.
Tom really got “up in my business” when I used the excuse that writing a book was too “establishment”. After telling me to get my head out of my ass he reminded me that people need to connect at their own speed and comfort-level — that my speed of sharing might actually be hurting me…
In being extreme, I totally forgot why I do what I do. Which is to motivate the top sales executives all over the world with no-nonsense talk about high-performance…
To connect you have to allow your audience to see your world through their eyes — and that always takes more time than if we were doing this ourselves (which makes senses).
It’s a great lesson to keep top of mind when you are connecting with a potential client.
- Does _______ understand why I am here?
- What does _______ think my intentions to be?
- Will _______ be better after purchasing from me? (….why?)
Create your own filter for getting to the bottom of these questions. Use your own style, BUT clearly understand that if you are not connecting with your prospects, you will NOT get the results that you are looking for.
It just doesn’t work out that way.
By the way: Tom is coming out with another book in the next 90 days that you don’t want to miss — especially if you have to land RFPs to generate revenue. In the meantime, take a look here at some of Tom’s FREE e-books.