What is a sale about? You think you know but you don’t! Listen to a quick daily hit with Carl Gould to achieve a lifetime of results. #70secondCEO your micro-podcast…GO!
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Hi Everyone, Carl Gould here your #70secondCEO, just over a minute of investment per day for a lifetime of results.
The moment you meet your prospect, these entities are YOU, you just walked in to their office; THEM, they’re sitting right there at their desk; your COMPANY; and your PRODUCT or SERVICE. These are the 4 that exist- 1, 2, 3 , and 4. Now, of the 4 entities, your buyer only cares about 1 of them and couldn’t care less about the other. So which of the 4 do you think this meeting, this sale, this appointment you’re having with the prospect is all about? You, them, the company, or the product or the service? Which of the four?
Alright. Most people would say it’s about you. Like they need to believe in you, they need to like you, the salesperson, before they can buy. Well that would imply that this whole process is about YOU, the salesperson, and I’m here to tell you it’s not you.
Second most common answer is well, it’s the brand, you know, it’s our company because they wanna make sure that they’re working with someone who’s stable. They could care less. They have a problem in their life. Your job is to help them solve their problem so it’s not even the product or service. You say, “Wait a minute Carl. You’ve got to be kidding me. Really. They don’t want the utility or the product or service?” No, they need the utility of your product or service but that might not be all the reasons why they’re buying you.
Like and follow this podcast so you can learn more, my name is Carl Gould and this has been your #70secondCEO.