One of the best lessons I've learned in my work is nobody, and I mean nobody, wakes up every day and says, how can I give this Noah Fleming consultant a bunch of our company's money.
Likewise, most people are not sitting there thinking how to become one of your clients.
I spoke to a salesperson recently who said he had made hundreds of calls and had literally run out of people call.
I asked him how his results were, and he said not great. I asked him why he hadn't refined his approach during those calls, and he said no because the approach and messaging were solid!
There's this believe that MORE effort equals more results, but that's not the case. If the approach is wrong, it's not just going to start working, but I digress.
At some point in my career, I came to two realizations:
1) Nobody wakes up thinking about how they can pay me (or you, or any business) more money.
2) The companies / businesses you sell to have their own customers who buy from them or utilize the products and services they sell. That's something they DO wake up thinking about.
We need to put on our customer's hats more often and think long and hard LIKE our customers. We need to understand what matters to them.
Only then can we know the right message and the right approach for our potential customers.
See more in this week's Tuesday Tidbit Video:
P.S. Episode 71 of The Evergreen Show is out now.
This week, Shawn and I look at the internal, emotional hurdles we need to be aware of in a sales environment.
Find the show HERE or anywhere you enjoy listening to podcasts.
Be sure to subscribe on your favorite podcast platform. The show comes out every Monday morning and is only 15-minutes long.