Those Who Came Before You
Seth Godin’s reminder serves as a powerful lesson: past experiences shape how people respond to pitches and offers. It’s essential not to take rejection personally. Instead, focus on understanding your client by asking thoughtful questions and paying attention to their needs. Building genuine connections, rather than just pushing a sale, fosters trust and sets you apart from the average salesperson. When you focus on creating a relationship, the sale often follows naturally.
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Like I said before, I'm a fan of Seth Godin's blog sethgodin.typepad.com. A while back, he posted a very short and simple four sentence reminder. It went like this:
"Maybe I'm not listening to your pitch because the 100 people who came before you abused my trust, stole my time and disrespected my attention.
Perhaps I'm not buying from you because the last time someone like you earned my trust, he broke my heart.
People are never irrational. They often act on memories and pressures that you're unaware of, though."
This reminds me a few things: Don't take things personally, be aware of what someone is truly looking for, and ask questions. If you don't ask questions you're just another (average) salesperson trying to make a dollar.
Take the attention off yourself and direct it to your potential client. Be interested in what they have to say and MAKE A CONNECTION. The sale will come.