We are “sold to” every day, a thousand times a day. From the minute you open that email/phone/computer/social media, we are bombarded with “buy me!” appeals and shiny, enticing things that grab our attention.
As consumers I think we are more sophisticated than our predecessors who bought snake oil from traveling salesmen but, alas, I think we are not in many ways. We are just more cynical.
That means when potential buyers are out looking for a solution to their challenge (be it a new house, an interior design issue, or even just a new book to read) they are often coming at it from the same place you do: I don’t want to be sold to!!
As an entrepreneur it poses an interesting challenge. We know we have a solution… but so often we have our own inner misgivings about “sales” because it feels so icky to be “sold to” in that “used car salesman” kind of way.
So why bring this all up? Because I have had several conversations with clients this week about just this… and it’s certainly brought up all the old stories I used to have as well.
As a newly minted coach, a million years ago, I had all the confidence in the world that I could change lives, help clients improve their businesses and make all the money I needed – and that these perfect clients would just magically find me. Sound familiar? I was only 30ish at the time… so there’s that.
I had already owned an espresso bar, brought it to profitability and sold it. I had run other people’s companies for a decade before that. These things were NOTHING compared to the prospect of facing another person’s fears and jaded views over the offer of “help.” I wasn’t really good at the sales conversation – in fact, one client came back after our “conversation” and said she was surprised by my lack of any finesse over the offer. 🤦 Yes, she still became a client and she was able to work through her challenge with a life changing outcome but it wasn’t my honed sales skills that got her there – it was her underlying pain reaching for “any” solution in that moment.
The point here, is:
So what breaks through the jaded exterior we all put up when we anticipate getting sold to?
Honest connection and caring.
When you, as the offer maker, come into the conversation clean – without any of your stories about the person, or how it’s going to go, or even what YOU want out of it – then you are able to step into curiosity and really consider whether or not your solution fits their problem.
Together you can explore the opportunity.
When I feel listened to, and like my thoughts and opinions really matter to the person I am talking to, then I am more open to what they have to offer. I don’t think I’m alone in this.
Now, think about your own offers in the world. Do you start by considering what the person across from you needs? Are you curious about what’s happening in their head about the situation? Or do you just jump right into your offer?
Break through the jaded buyer syndrome with curiosity!
Come be curious with me –
Jenell
