So, I am chatting away to a business owner friend and client and she says to me
“I wish I could get on with her…she seems so ‘sorted’ I dont think I can ever get in
there”.
Wow! What an assumption!
Immediately I probed and said “Tell me what you mean”
Well within a few moments it was clear that my friends perception was based upon
her feelings that were based upon the prospects image…how she carried herself,
how she spoke and dressed etc.
AND I wondered….just how often is this the case? How many times do people in a
business or selling role assume that the prospect is out of reach when in fact they
might just be the very ideal client?
How many times does a person allow an image and a perceived assessment to prevent
them from making an approach or genuinely making the most of their chances?
NOW it just so happened that I also new the prospect in question…she also is a client
of mine…and consequently I know that she is nothing at all like the perception that
my current guest had made. Nothing like it!! indeed I knew that she’d laugh her head
off if she thought thats what people thought…she would say “if they only knew!”
However the point is a perceived impression was assumed to be accurate and the
approach was essentially cancelled out from even trying! On NO EVIDENCE!!
Indeed with some inside knowledge I was able to totally transform my clients feelings
about the prospect and within 20 mins she was raring to go because she felt safer and
more secure and comfortable…
So, two very important things to just share and bear in mind:
1. Everyday you probably see or come across a person who in your mind appears to be
‘sorted’. Remember, remember, remember…it is ‘in your mind‘!! NOT necessarily real.
Very, very often indeed the one’s with this image create the same feelings in many
on-lookers as indeed in you … thus nearly everybody walks away thinking it is of no
use to approach …and consequently the ones who do brave it win and win big!!
Remember “He Who dares, Wins”
2. Secondly, the truth is that the feelings you have immediately before approaching
a prospect directly impact how well you perform. They immediately altar your
mindset and thus your confidence in approaching and thus probably your style,
word choice and overall performance. YOUR thoughts changed – nothing else!!
Merely what you told yourself!!
Thus a truly powerful and yet simple ‘Winning Way’ that those who succeed have
embraced is simply to tell youreslf a wonderful story about a mis-read opportunity
and how in fact that once approached the person was one of the best clients ever…
and then face the prospect in a bouyant and positively charged frame of mind…
Strangely then you might just walk into the reality of that thought and have the best
day ever!!
So…here’s to your best day ever!
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