I was talking to a fitness trainer yesterday.
He was preparing for his biggest sale ever. The appointment was a couple of hours away.
In our conversation, he said, “I really want to get this guy.”
He wanted to know the best direction to move in.
I love questions like this. They’re why I started the 6 Figure Training business in the first place. The future of a business and the business owners’ success can literally depend on questions, and answers, like this.
His seven-word statement gives us all kinds of information about the gym owner’s approach and beliefs, as well as his approach to sales.
It all comes down to one word. Can you spot it?
Our job in sales and we all sell is complicated by our beliefs. Specifically our beliefs about selling, and what it means to sell.
We each have our own story of where our beliefs came from, but for most people, the thought, idea, concept, and activity of sales and selling is very negative. Yours truly included.
My beliefs came at an early age sitting around the kitchen table listening to a door-to-door salesman (stranger) trying to manipulate my parents into buying something they did not want or need.
My recollection of that event was so traumatic that my memories remain vivid and negative. It’s a similar story to what I hear most people tell when asked about their first memories of a salesman.
Needless to say, I had work to do as I went through various leadership positions and had to sell a variety of things, especially when it came to selling my own business.
How could the conversation be changed in the above sentence? What single word change makes all the difference?
Try this, “I really want to help this guy.” When we place the emphasis on helping others, and mean it in a positive way, the entire conversation changes. Along with it, there is an attitude change.
People want to buy. They don’t want to be sold. They want to buy things that solve their problems, meet a need, give them hope, or make them feel better, for starters.
Simply show them how you can help them solve a problem they have and they will gladly buy your solution and willfully pay a premium.
The fitness trainer, to his credit, listened and took action. I could tell his attitude was already changing in our conversation.
He went on to makes the biggest sale of his career, so far!
Have a problem in your business that needs solving? Is it time to check out the solutions at 6 Figure Trainers.
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