The following is from Michael Dlouhy’s success in 10 steps, a wonderful section on relating to people. That you can relate to them by being more concerned about what the
prospect is wanting rather than yourself. Also you need to both be compatible that you are speaking the same language and believe you can win. Start building the relationship
from the start and be present in that moment.
When you have an identical point of view as the person you are speaking to then it helps to start build the relationship with someone as a person. However when you do not
then your relationship will ultimately start to suffer. Say you have someone who is very family orientated and someone who is not family orientated its very hard to get along
as they are speaking two different languages.
One person wants a family of their own and another person doesn’t want any family at all. They are two different people they want two different things, say bother people
enjoy the same hobby of model trains. However it is hard for one person to get a word in about such, the relationship will suffer when you are unable to find any form of
common ground with someone at all. When you have a prospect they expect to be the centre of your own attention and to have your focus. It is very hard for some people
yet it can be learned to do such.
The Human Winning Machine
If YOU were your prospect, what would YOU want?
I know what I’d want.
1. When you talked with me, I’d want you to LISTEN first and foremost, to find out what I really want. I’d need to feel you and I were simpatico.
This is where you must kick butt. Start your relationship-building immediately. TELL me what you’re doing and WHY you’re doing it, and let me know that part of your system is to help me build those key relationships.
I want to believe you consider MY success crucial to your life.
Michael Jordan was the greatest basketball player ever. A big part of that was, he just plain WANTED to win more than the other guys.
You ever watch Jordan the last few minutes of a close game – ANY close game? He CHANGED!! He’d psyche himself into a zone where he could
virtually do no wrong. He had total disdain for whomever he was play- ing.
He didn’t just want to beat them. He wanted to EMBARRASS them!
He’d focus on his skills and become a human winning machine.
YOU need the same focus when you talk to your prospect. The ONLY thing that matters is what your prospect thinks, wants, wishes for, desires and needs.
If I’m your prospect, YOUR entire universe better revolve around me when we talk. What YOU want doesn’t even exist, as far as I’m concerned. And it should- n’t exist for you, either … not when you’re talking to me.
THEN you and I will have an identical viewpoint!
2. I would want you to make a very clear, short, compelling case – based on what I’ve told you – as to why YOUR opportunity is better for me than all the competition.
I’d expect you to be able to answer every marketing question I have.
Don’t tap dance around what you don’t know. Know your company resources well enough to get me to the exact right source (hotlines, web pages, brochures, etc.) to answer any questions you can’t answer.
3. I would want a simple marketing system that’s inviting, informative, non-threatening, educational, & fun.
The more complex it is, the less chance I’ll be able to execute. You are in a cut- throat contest for my time and attention. One of your key weapons in this battle is simplicity. Making the complex clear is hard work. Few people do it well.
If you can give me all the information I need, clear & organized so I can make a quick choice, your chances skyrocket.
Plus – it helps YOU work smarter.
From Success in 10 Steps written by my good friend and mentor Michael Dlouhy,
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