Selling with Certainty
On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you’ve never met before, any communication between the two of you might be rigid, even forced.
But, let’s play “what if” for a moment…
What if you knew this person? What if they were a friend? A good friend? How would that change the conversation? You would certainly be a lot friendlier, more loose and engaging. There would be a charming tone to your voice.
Why do I bring this up?
I want you to imagine being 100% certain the prospect you are calling on will one day be a customer. In fact, a good customer and a good friend. You don’t know them now, but you will. They don’t buy from you now, but they will. The two of you are destined to be business partners in a strong relationship for many, many years.
What would having that certainty do for your new business efforts? Armed with the knowledge and unflappable (if not irrational) belief that you are talking to a future customer, your tone and words would send a far different message than the stiffness of uncertainty that comes with calling on a stranger.
When clients become friends, a strong bond is formed. The conversation is much different, much more trusting.
Start with that end in mind. You’ll get there faster.
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