Episode 1 - Chasing the Sale
Today I’ll talk about sales. Remember, whatever you chase runs away. I’ll say that again. Whatever you chase runs away. How many of you have ever had a puppy get by you and run outside? Each time you go after that puppy, it runs away. And you know, the other day we got two new kittens and we had to get them to the vet. I actually had to have Brenda help me because one of the kittens was being a little cantankerous. Every time I got close it would take off. So, we literally had to corner the poor little guy, get him into the carrier so that I could get them to the vet. This is what happens when you chase something, it runs away. And I've got to tell you that when you're chasing money, it runs away too. When you're in sales, when you're chasing money, it runs away from you. Please hear me say that. It's not your goal to make money here. Because if that's your focus, you're focused on you, not your client. If you're focused on money, you're desperate. People can smell desperate. And I've been guilty of this too. In the past, when I was slow, I had the hardest time making a sale. I struggled to close that sale. And when we were really, really busy, people were buying like nuts. I'm telling you right now, it's because they smell your desperation. They smell your focus, your perception of self-interest. So, I'm going to ask you to stop chasing money. Recognize that money is a by-product. Profit is a by-product. Bob Burg says it really well. Profit is the thunder to value’s lightening. You must give amazing value. Another thing I heard about profit is that profit is the applause of your clients for a job well done. But when you're focused on yourself and what you get, you're no longer in a relationship. You're not talking to your client. You're not putting their needs and goals ahead of what you need and people can smell it. So, what I'm going to ask you to do is stop. And focus on your customer. Want the secret? Take a listen.