How Do You Rate on These 3 Scales?

A recent article in Vanity Fair, about how history will judge Trump’s presidency, struck me as having definite parallels to how clients judge us in the sales and presentation process.

In the first of six short essays written by different historians, Jon Meacham, presidential scholar and biographer, wrote, “Without historical context, without humility, without empathy, he’s (Trump) what the author of the book of Proverbs had in mind when he warned that pride goeth before a fall.” 

In Selling…

“Historical context” is having knowledge not only about your product or service, but also knowledge about your prospect.  For example,

• What are the issues, challenges facing their industry? 
• Who is their competition? 
• What is the full range of their products and services?
• How are they viewed in their field?
• How do they measure success?
• Who are their clients?
• What, if any, history does your company have with them?

Coming into a meeting having done your homework makes for a more intelligent conversation, greater respect and credibility, and more likely better outcomes.

“Humility” has several components and includes

• Understanding that your solution may not, in fact, be the right one for this prospect at this time
• Respecting the decisions that were made prior to meeting you
• Respecting the various corporate, political, financial, and time pressures that weigh on prospects

There are times when we need to gracefully leave and wait for another day to win the business.

“Empathy” at a minimum means

• Listening to learn, rather than just waiting for your turn to speak
• Seeking to understand what is behind objections & concerns, rather than to make the prospect wrong for his/her views
• Understanding the personal as well as the business situation of your prospect
• Being clear that you are there to serve the prospect, not just to scoop up a commission

Don’t Risk a “Fall”

No one wins 100% of the business they seek at any given moment, but demonstrating historical context, humility, and empathy certainly keeps the doors open for second and third chances. How do you rate yourself on these measures?

Anne Miller

Words Matter – Make What You Say Pay!

Random Notes

Proud to have “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone” be this week’s Top Sales Book of the Week pic from Top Sales World