Before I get started, I have to warn you.
I’m going to tell you the truth. The ugly truth. The truth that a lot of people don’t want to hear. So if you are easily offended, click the Back button. You’re not going to like this one bit.
OK, now that I’ve filtered out all the people that aren’t ready for this, I’m going to get right to the point.
Sales sucks. But unlike everything you’ve been told, it’s not the customers’ fault. It’s not the fault of the etherial sales profession. It’s not.
It’s your fault. Yes, I said it.
But it was mine too. For most of my sales career, I didn’t have the guts to own up to this truth.
But I know better now.
The walls that my prospects consistently put up when I showed up (and they always did) were a wall that I created. It wasn’t their fault. It wasn’t their fault (read: Good Will Hunting) I created it.
With all the lying, scheming, and ploys that I was doing to get the contract inked. The scarier fact? Like all of you in sales, I was actually trained to do this.
Yeah, that’s right. Purported sales experts who voluntarily sequestered themselves in a classroom for 40 hours per week surrounded by newbies were teaching unsuspecting suckers (like myself back in the day) to intentionally do things that made my customers do everything in their power to make life hard for me.
I bet no one ever put it that way to you before.
So I know what you’re thinking. If everything we’ve been taught is actually counterproductive, what’s your solution Matt?
Well, it’s something I learned far outside of work. I learned it picking up girls. But the key to changing the results you’re getting is to change your entire approach with your prospects.
The worst thing you can do? Introduce yourself like every one shmuck does. “Hi, I’m Matt and I work for Farmers Insurance. Are you happy with your insurance?” Do that and watch your prospects put up their wall, AKA their “Judo Stance”.
The best thing you can do? Watch the video to pave a brand new, success laden path.
To easy sales,
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