Perspective in Sales: Yours vs Theirs

It would seem to make sense, that in order for someone to enroll in what you propose (be it buying, or buying in to a non-business related vision you have), you need to find out how to get that person to see what you see.

You have a vision for their ideal outcome, right? You know that if they go along with your proposal, they’ll benefit. You see it clear as day.

So, the job at hand becomes ‘how to convey my vision’.

But as you’ll have experienced – in life as well as in business – that’s hard to do.

People have their objections, their fears, their reasons why and why not… and if only they would SEE… right?

Well, the good news is that you can safely stop trying to sell people on your vision.

It’s much easier, and much more effective, to step into *their* vision.

Because a sale happens in the world of the other person, not yours.

It’s the vision that they have, that determines whether or not they’ll buy into your proposal.

Because once you see their side of things, you’ll be able to ask the questions they need to hear, in order to get clarity, remove doubts, and dissolve fears.

That way, their vision adjusts, so that it ends up matching yours. And that’s when the sale happens.

How to do that?

Simple: use empathy. And not the kind where you empathise with their problems, and give them a shoulder to cry on.

I’m talking about the empathy that enables you to see their world, through their eyes.

Put differently: it’s perspective-taking.

It’s not their job to take your perspective – instead, it’s your job to take their perspective.

Put yourself in the other person’s shoes, and your sales will be much much easier.

And when you watch my training this Thursday, even more so.

Registration here: http://martinstellar.com/leap-ethical-selling-system/

Cheers,

Martin


Also published on Medium.

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