The opinions of the entrepreneur are expressed.
I had four cups of coffee with a potential clients a week and approached one of four. To sign a new customer, from “conversation” from “conversation” The rear Napkel data I showed my conversion rate was 27.59%.
Then “this” happened. There was no one in almost two months – there was a business development desert. I later learned that I had a bad job that I liked to call the “commission’s breath.” Yes, it must be capitalized – this is an official sales disease). I moved somewhere in an unconscious way to separate potential customers from their money. I was aimed at selling, not to serve, and they may also have the smell. As a result, I prepared “four walks” and after a while, “The Breath of Commission” was something of the past.
Never been taught to avoid sales. I didn’t like and wanted to serve all my energy to my existing customers. However, it was not long to find out that I needed to take conversations to have customers in my first job. So the cup of coffee has become a weekly activity for me.
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Early, with the simple principle of this “conversations”, I was relaxed to find a cure for this “reset” for this “reset”: serve – Do not sell. I learned how to sell the script to “sell the seller” and “conversations” to “conversate”, but I was actively eager to buy a client.
I have adopted three business development principles for decades, and eventually gave birth to what I called “walking commitments.”
- To meet where it is – Not where I want. Many sales tactics, potential customers, mentally or emotionally “here” to join “here” is set up including “here” to look at my product ” mastering The point of view. When doing the opposite and where you meet they We win trust. Where they Right now? Personally?
- Try to understand – not to be understood. First listen to and really hear and listen to more than talk. If you want to understand them, they should first know that you can understand them. When you feel the concept, you are more likely to want to hear what you mean.
- Serve – Do not sell. Their best interest must be given. Many repeatedly, people are not what they want and they can sell you and them and them. When I first put the best interests of the client, we serve what they needed to do, although it is not something we presented. Zig Zigs were right: You will get what you want after you get your customers.
“Walking liabilities”
Taking into account these three simple purchases, over the years, I finally prepared the habit of reviewing the four intentions we call “walking commitments”, because we reviewed our meetings in meetings with potential customers. I memorize them and review them every time I meet with a potential customer:
- I intend to sell, not to serve this person.
- I won’t talk about my job if he doesn’t ask.
- I intend to make money from this meeting.
- I will offer.
Related: How do you get customers in any situation? You have to ask these questions.
When I first read, it may seem like that the “walking commitment” is impossible to be instructed to be instructed to others. Let them open them to find them fit:
I intend to serve – not sold. No one wants to be sold. I intend to find what they Even if someone’s product or service, you need them and offer them. I am committed to do the best for them, not for our company. If we were ranked both of our interests, it is great. If not, I will try a product or service that really meets the needs of them. For both of us, it should work for me.
I won’t talk about my job if he doesn’t ask. – It sounds like material suicide, isn’t it? But if I have been committed to it for several decades, if you stop talking about your work in one2 ball meetings, you will earn more customers. And we have to ask a difficult question: you are in a 60-minute cup of coffee and you never ask me about me or my business, I really want to do things?
I intend to make money from this meeting. I just want to serve and talk about my work, it’s hard to see how to make money from this meeting. Please keep in mind that I thought to make money in This meeting, on the contrary, I thought to make money from This meeting.
I got acquainted with a business owner and in the first minutes I found him and his wife lost their babies for the 20th anniversary. Currently needed my service? No, he needed a nail. Therefore, we were contacted by my wife, who contacted us, and we called our neighborhood and found the nanny. This took 20 minutes or so and we did not have much time to own “purchase conversation.” But I still intend to make money from that meeting. And I did it by suggesting it properly.
I intend to offer. The thing I needed was, the needed thing – a one-day. I also suggested to meet again, but we didn’t make it. Eight months later, a business owner called the rapidly growing work. He and I had a great deal of work. The woman who lost her baby was the sister of the woman. I kept all four walks. I served him and served him and did not talk about my work, because he did not come in the context of solving his problem. I gave him an offer (a nanny) and years later I earned money from This meeting is not in that meeting. This is not a voodoo or mystical karma. You get what you think and reap what you sow.
Four “walking commitment” separates us from the sellers who have taught only a successful result. This is my doomed that when paying attention to the relationship instead of operations, we will always do better in a long run. If anyone in need of my services, I would like it. And when you don’t, I’m managing them for needing them because I will get what I need guided because I know.
If you are memorized these “walking liabilities”, as thousands are working, they can make all the differences in your next meeting, and they are a great way to re-“commission.”
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