“When you can stand in the fire with them and you can hold them through whatever is showing up in this conversation, then you build a whole different level of trust.” – John Abbott in today’s Tip 1353
Do you stand in the fire with your customers?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Abbott. John is a Best Selling Author and Creator of The Giving Model. He shows transformational speakers, coaches, and authors how to build GIVING into their business. John believes that by giving we attract more to us. Here he is:
John Abbott: Transformational Sales Tip #3: Stand in the fire with them.
So many people are trying to sell something to the other person that it’s a very disconnected conversation. It’s you they’re trying to sell and convince somebody else about buying it. But when you can stand in the fire with them and you can hold them through whatever is showing up in this conversation, then you build a whole different level of trust. You also serve them in a far greater way and you actually start to co-create with them, co-create the possibility of the future.
So when you are there and your commitment is to actually be in that fight with them and whatever showing up and whatever is there for them that they’re dealing with to make the decision, and you just stand with them, you witness them, you acknowledge them for what’s showing up, you acknowledge them for seeing it and for actually being brave enough to deal with that. Then inside of that is another level of transformation that happens. And the transformation is in themselves as well as in the connection with you as the sales agent. Which then creates a huge amount of trust and safety for them to be able to make decisions which may be uncomfortable decisions.
Especially if you’re on a phone and you’re making phone sales and you’re going to take somebody’s credit card or you’re going to make a sale of many thousands of dollars. Then you really want to be creating a huge amount of trust. A huge amount of connection and a safe space for them to be able to feel that you’re there with them. You’ve got them, you’re there for them. Inside of this, all the possibilities to create an amazing conversation exist.