My dear friend Bob Burg, co-author of the landmark Go-Giver book series, stated recently in his Daily Impact blog (you can ENROLL HERE): “Sales is now — and in actuality always was — about ‘giving meaning.'” He further explained that giving meaning always comes down to…
What is meaningful to them?
- How will their doing business with you:
- make their life better,
- fulfill their needs/wants/desires,
- solve their challenges/problems,
- and generally bring them closer to happiness than they were before meeting you?
How is this meaningful for you as a professional?
When you are talking to a prospect, who you are or how you do things is not the answer to why people should do business with you. Those reasons are about you and are an attempt to convince.
Talk instead about the outcomes you and your products and services deliver and how they are meaningful to them. This way, they will be curious to learn more and want to engage.
A great way to phrase what is meaningful to them is to say, “Here is what I recommend so that… you can have the home of your dreams, the life you imagine, or the retirement you deserve.”
You get the idea. To live a life of meaning and significance, always speak to the meaningful impact you will have on the issues they wish to resolve.
If you do, they will become ambassadors and advocates for you and what you did for them so that…