Sitting there right now, I want you to imagine what success looks like to you.

Genuinely take a minute or two.

Where are you?

What are you doing?

Who are you with?

How did you wake up?

How do people see you?

You’ve probably just painted yourself a picture of what your heaven life looks like.

You can see it.

You can feel it as well.

There’s emotion involved.

Now if someone came along and helped you unpack that.

You shared with them exactly what your version of heaven looks like, what you’d be able to do and why you want to get to that.

You’d feel as though that person took the time to listen and understand you.

You’d feel like that person cares.

They then ask you if you have clarity over what you need to do to get there.

On you saying you don’t know, that person paints you a clear path of how they’d help you get there.

They use your language.

They bring in all of the imagery you used, making sure you’re still on the same page as them throughout.

You would most likely buy whatever that person is selling, because they clearly mapped out how to get from where you are to exactly where YOU want to be, not their perception on where you should end up.

Why am I saying this?

Most people sell with a prescription/one size fits all pitch. And that’s ok, that’s how most sales are taught, but it’s outdated.

An example.

Imagine you’re a dad in his 40’s.

You tell the salesperson you’re feeling a bit unfit.

You’d like to lose a bit of weight, get some more energy.

The salesperson asks you about how unfit you really are, and how that makes you feel.

You tell them that you just don’t feel as good as you used to.

You see the “Cha-ching” in his eyes.

Then it starts.

He tells you you’re a perfect fit and he’s going to get you JACKED.

You’re going to have a six pack by summer and love what you see in the mirror.

Rip out that beach bod just in time, ya know?

All you can think is, what the hell is this guy talking about?

I don’t want a six pack and I don’t even live near the beach.

And besides, my wife hates sand in the house so even if I did, I wouldn’t be going.

Also, I never said I don’t like what I see in the mirror.

I just want to have more energy when I get home from work so I can play with my kids.

Sure, I could lose a bit of weight, but a 6 pack? No thanks buddy.

This isn’t the place for me.

It’s so clear to you that he paid no attention.

The difference here - the salesperson should allow the prospect to unpack their version of success. Their version, not what we think it will be.

The prospect should be able to see themselves living the life they have outlined, and your solution being the key to that.

Action Steps

-Slow down on your sales calls.

-Truly try and find what is going on in the prospects world.

-Understand you’re there to find that out, not just ask the next question on the list.

-Take quality notes so that you can articulate the prospect’s idea of success back to them.