Stop Selling and Start SOLVING
“I’m so frustrated – people just don’t GET it – they waste my time, make false promises, don’t return calls. They don’t show up at meetings. They’re just not interested! I’m trying to get them to attend my event / buy my product / sign them up…” Sounds familiar? That’s someone who is selling instead of solving.
When you’re selling, it’s all about YOU and your products and services and deals. Nobody cares. They’re not interested in you – they’re interested in THEMSELVES. Once you stop trying to force something down their throats, and start helping them get what THEY want, everything changes! When you start solving THEIR problems, they become very attentive, very quickly. If you want someone’s rapt attention, if you want them calling YOU, talk about THEM.
Nobody wants to hear your story or drink your snake oil juice or help you. They are not interested. GET USED TO IT. Stop talking about yourself and your products and services. Let THEM tell you what they want more than anything else, what keeps them awake at night, their problems and dreams. And when you know exactly what they want and WHY they want it, perhaps you can use your products and services to help them get what they want. Then you will have their attention. Take your pathetic little “Elevator Pitch” and flush it down the toilet. Leave your brochures and samples at home. Forget about yourself and focus on your prospect.
Help me get what I want and I’ll be your friend for life. Try and sell me stuff and you’ll find it hard to get me on the phone. You have to EARN the RIGHT to sell me anything or do business with me. How do you earn that right? By helping me get what I want. Not promising, but delivering. Show me results in my life and I’ll help you get results in your life. Loyalty and respect has to be earned. Put wood on the fire before you expect heat.
The most interesting people are those who tell you nothing about themselves, but show sincere interest in YOU. We reward people for caring about us; we buy their products, promote them, and help them. If my product or service can’t help you get what you want, I have no right trying to sell it to you. Joint Ventures allow you to have access to solutions that make you money.
How about this approach? “I am a Joint Venture Broker with DollarMakers. I earn money by helping others get what they want. I need to know how I can help you, so that I can make more money,and here’s the good news: it won’t cost you a cent!”
Robin J. Elliott www.DollarMakers.com
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