Claiming And Doing Are Two Entirely Different Things
In the third chapter of Close Like The Pros, I read a simple, but profound statement:
” Look across the prospect’s desk. She wants to buy. If she didn’t, you would have never gotten the appointment. “
Buyers need help, thankfully, or I wouldn’t have a job and wouldn’t have had near as much fun golfing and getting paid to do it.
The real problem in the sales arena is that the majority of salespeople are way too focused on their needs and not the needs of the buyer.
According to Steve Marx, if we, as salespeople, would focus on just helping the buyers to do their job - buying - we’d have a much easier time selling.
Simple. I really like simple.
To do just that, make the buying easier, you have to partner with the buyer interactively.
But, as Marx says, it’s not something you claim, it’s something you do.
There’s a vast wasteland between claiming and doing.
Partnering is an over-used buzzword, but it’s also an under-practiced.
Later in chapter three, Marx details the differences between the three types of salepeople - bulldozers, gofers and partners.
Having worked with many, many gofers and several bulldozers, I’m glad I tested out as a partner.
I knew there was a reason I’ve been so fortunate, but now I know for a fact why that is.
The main point I want you to watch for when you read this chapter is this - It takes no more talent to be interactive than it takes to be hyperactive or reactive, just the desire to learn how to close like the pros and the willingness to implement a few new practices.
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