What???

Went to see Kinky Boots at the Ogunquit Playhouse Thursday evening.

As you might expect, I walked away with a lesson for salespeople.

Accept someone for who they are.

Think about that.

Typical salesperson thinks, "This person could do so much better if they bought my stuff."

Prospect thinks, "Who cares? I'm paying the bills. Coaching my kids. Loving my spouse. Don't need to be better. Don't need your stuff."

Until someone says that they want something to be better, any suggestion that you make will be met with resistance.

Have you ever changed your religion? If so, were you looking to fill a void or did someone tell you that their religion was better than yours.

Have you ever watched a political debate. Have you ever seen a debater admit that the other changed their mind?

Now think about your doctor. You've got an issue. They ask...

• What's going on?
• How long?
• What have you tried?
• What have you not tried?
• Have you thought about?
• What about?
• What about?
• How would you feel about?
• Would you like to?

He accepts you as you are and asks questions to understand and to show you that he understands.

You pick one of his "what abouts" as a good solution.

If you have a thought, comment or question, it'll do more good on LinkedIn.