Joe da Silva | Speaker | Trainer | Coach
~ If you are no better tomorrow than you were yesterday, then you've wasted today.
The last time someone asked you: “What do you do?” How did you answer? If you got an answer such as “Oh.” In all likelihood, they did not resonate with you and that individual has officially tuned out. The reasons are many such as: no need, no interest or even, no money. However, it could also be that you verbally ‘vomited’ all over them and now they are just looking for an escape route to get away from you.
That was a question asked of me recently during one of my sessions of The Action Suite. “Maybe they shouldn’t.” was my reply. Total silence was the reaction.
You cannot ‘get’ anyone to switch to your product or service. Studies have shown that once customers feel that they are being pushed, their emotions will take over, and they will resist with more vigor even if it means that if they did make the switch, they would be better off.
I was having a conversation with an individual whom I admire at a Toastmasters meeting on Saturday morning, that seemed to be having an internal struggle about something that he was speaking about to a youth group the night before. His message was, there is never a reason to lie and even a little white lie, is a lie.
“How are you?” “How was your weekend?” “Are you ready for a change in the weather?” “What do you think is going to happen in the game tonight?”
Are you tempted to move to the next blog? I know I am and I am the one writing it. However, how many times do you hear those questions in a day? How many times have you done it?
A month ago, I wrote a blog on ‘The Importance of Value.’ In that blog, I discussed the fact that in order to build the value proposition, one would need to complete a SWOT analysis on their competition, as well as on themselves. There is however, another SWOT analysis that you have to do and that is on your company. Obviously, if you are a solopreneur; doing it on yourself is also, doing it on your company.
If we follow the prevailing thought that everything that there is can be found cheaper somewhere else in the world, then why would anyone need you to sell them a product or service?
One answer is something that I always preach during The Action Suite when we discuss the price objection in that it is never about the price.
