As I watched the space shuttle burn up over Texas on CNN and their continuous replays of different video and computer animations, my thoughts began to turn to laws of physics, aerodynamics, friction, and gravity. What might have happened? And why? I have always been intrigued with basic laws of nature, and how my life would be easier if I could see them in all circumstances.
We all know that if we don’t live within the law of gravity, we will die. At the same time, we understand just enough about laws of aerodynamics to be comfortable flying on an airplane. So how does all of this relate to shoppers and salespeople?
There are other laws of nature that we just give a nod to. We don’t live by them because we really don’t believe in them. Why don’t we believe them? Because it takes courage to embrace them. Let’s look at one of the laws from different angles and see if we can get a handle on it.
Matthew 7:2 says “For in the same way you judge others, you will be judged, and the measure you use will be measured against you.” My dad always told me, “Son, you better be nice to the people on the way up the ladder because you are going to meet the same ones on the way down.”
See if you can finish these phrases:
It doesn’t matter what you call it, the bottom line is this; conditions we create for others will at some point be returned to us and experienced by us. Sales people who shop around, collect data, compare companies, have a tendency to attract the same kinds of prospects.
It really has nothing to do with what you believe, it’s just the way God set it up. We all reap what we sow. If you are a salesperson and you constantly shop around, could it be costing you a fortune by attracting like-minded people? Do you have the courage to embrace that one? Think about it.
Consider your own buying habits when you encounter a shopper. This will allow you to be empathetic with their put-offs, their stalls, and even their lies. I can teach you some assertiveness skills in handling a shopper, but you need to feel congruent using them. You may not even be able to apply them if you are so much like your prospect.
Feeling congruent with your own behavior can be sensed by your prospect. No amount of sales training can fix this weakness. You are the only one who can, and it is actually very simple – change the way you buy! It’s very powerful to be able to look a prospect in the eye and say, “I don’t understand.” when you really don’t!
I recommend to all salespersons that you decide what you want, determine your budget and then buy from a company or person that you trust. Ultimately, you will gain confidence in your ability to rid yourself of shoppers and replace them with buyers who are on the purchase path as… you practice what you preach.