If you think about it, the MOST important thing to humans seems to be looking good! Our currency is adoration, looking like a good guy, and being right. And, we will do ALMOST ANYTHING to achieve those key qualities.
Here’s how this helps YOU as a salesperson (or, frankly, any business person).
When someone is buying from you, MAKE SURE they look like a ROCK STAR.
If a man has to defend his purchase of his car to his wife, MAKE SURE he looks like a GENIUS about the decision he made.
If an employee is buying a service, MAKE SURE that his boss is thrilled with his business acumen.
If a … well, you get the picture.
People want to feel smart about the decisions they make. If you understand why someone is buying, what need it fills for THEM and for their INFLUENCERS — you have got it made!
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Make sense? Start finding out what EVERYONE who is impacted wants. Then arm your buyer with everything THEY need to look REALLY REALLY GOOD!
Your job is to create ROCK STARS!
Love your peeps UP!
The Irreverent Sales Girl
I had a boss once who said to me, “Kunk, there are only two rules that matter. Rule # 1 is, you make me look good. Rule # 2 is, I make you look good. When things get complex or crazy or confusing, just remember these two rules, and you’ll always do okay.”
Oddly oversimplified, and I wish there were a piece in there about doing the right thing or serving the customer, but that was always understood between us. HOW you made each other look good was always ethical, doing right, and serving others. But rules 1 and 2 guided you, in his opinion. We never broke those rules, and always knee we could trust each other. He turned out to be a great mentor in other ways, too, and is still a friend today, over 20 years later.
And yeah, he called me Kunk. 😉
Hey Kunk!
Great story. A really great story. I loved reading it and will refer to it often!
Love ’em UP!
The Irreverent Sales Girl