“No matter how much of a genius you are, no matter how smart you are, no matter how great your product or service is, nothing you do can make another person change their stripes if they don’t want to change.” – Dre Baldwin in today’s Tip 1782
Do you sell to people who are destined to win?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip comes from Dre Baldwin. Dre is the CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 35 books. He also had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the “roadmap in reverse” for High Performance, Consistency, and Results. Here he is:
Dre Baldwin: Your sales tip for the day, sell to people who are already winning or who are destined to win. You don’t want to sell to people who are losers or who appear to be destined to lose. Now, this may sound harsh. I understand it does. Well, guess what? Life is harsh. And we all know that the number one indicator of future performance is present and past performance. So if someone is winning already, they will probably keep winning moving forward. And if someone is losing right now, they will probably keep losing moving forward. People tend to keep doing the same things that we’ve already done. These are known as our habits, and most people’s habits do not change. We just get older and sometimes uglier as we age, but we usually don’t change our strikes. We usually keep doing the same stuff over and over and over again. Therefore, for you as a salesperson, it is much easier to help a successful person continue to succeed than it is to help a person who is unsuccessful to start succeeding. It’s not that it’s impossible. I’m just saying that it’s easier. If you had to pick one, I would go with the successful person and help them keep winning.
Now, there are some caveats to this, but not many. Let me address a couple of those caveats. One Is that helping a person who is unsuccessful become successful is a much bigger turnaround, which might serve your ego and might make you feel like more of a superhero in the process. However, you must consider that a person who is currently losing, they may not be in a position to even buy from you, let alone listen to you, let alone implement anything that you’re going to offer to them. Might be the reason why they’re losing right now anyway. So you might want to think twice before you jump into that pool. So while the fantasy does sound good, the question is, does it actually match your reality?
Another caveat is if you have this hero complex where you just want to save the damsel in distress, so to speak, then you may feel more accomplished when you help a person who is losing and turn them into a winner. The problem with this is it is very hard to change another person’s habits, and usually it’s their habits that led them to where they are. And no matter how much of a genius you are, no matter how smart you are, no matter how great your product or service is, nothing you do can make another person change their stripes if they don’t want to change. And you cannot make a person want something. This is why you’re better off working with the people who are already successful because you don’t have to change anything about them. They are already moving in a direction in which you want to help them move. You’re just going to help them move there faster, more effectively, and more efficiently. That’s a much easier job.
With that said, you want to get a free copy of my book called The Third Day, The Decision that separates the pros from the amateurs. This book is all about how you show up and give your best effort when you least feel like it. I’ll give you a free copy of the physical book. All we ask is that you cover the shipping. Just go to TheThirdDay.com. Work on your game.
Scott Ingram: To claim your FREE copy of The Third Day: The Decision That Separates The Pros From The Amateurs, and find links to connect with Dre, just click over to DailySales.Tips/1782. Once you’ve done that, be sure to come back here for another great sales tip. Thanks for listening!