Just be Genuine…

 
I LOVE the business of sales and and overall business development... Sure, I take it all a little too seriously. That's what you get when you work with me... (Deal with it!)

I don't have as much time to answer LinkedIn questions as I used to. I find the experience a mix of humor and chagrin at the questions. The whole experience is extremely transparent -- whatever you write will get broadcast to your friends and the friends of your friends, and so on...

I did write a LinkedIn BEST ANSWER answer last week that I wanted to share with you...

Here is the question:

How best to deal with the know-it-all prospective client?

To which I responded:

FACT: CLIENTS ALWAYS "KNOW-IT-ALL"...

Client's know what they like and what they dislike. They have their own sense of reality and value. If you are trying to to convince the client that YOU are right, then stop selling and become a professor where you can wane intellectual...

(By the way, don't try any of that Zig Ziglar bullshit...)

BUT, if you are passionate about eliminating the pain your client doesnt even know he has yet, THEN my friend, you will be ready to sell your wares...

Brass Tacks: Since you "think" you know more than the client (and it is likely you do), you need to work extra hard to dig at that client's pain. This can be challenging if the client is not yet aware that their current solution is causing them pain. If you are right that your prospect/s current solution is inadequate you might want to ask SINCERE but probing questions that highlight this.

Remember that client's largely do not operate in a true sense of REALITY; they operate in their own PERCEPTION of reality.

KNOW your audience! You don't SELL anything to attorneys.... There is a reason they did the law school "thing" and the rest of us didn't. You will not be able to out-think (in the traditional sense) your client. Attorneys largely operate in "risk mitigation" mode (i.e. How can I diminish liability...) so you might want to do some research and prepare a white paper on "Avoiding the Pitfalls of Partial Asset Protection" OR "What if you're Wrong: It Could Just Mean Everything..." better yet "How Much Are You Prepared to Lose?"... Instead of letting your prospects get their data from the other guys -- start feeding your information to the industry...

LAST: Not every client is meant for the TAKING... Qualify your prospects to see if you will get the best ROI for your efforts...

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Alex, Best of Luck!! I just wrote a blog about REJECTION (which I attached below)... It can be frustrating to lose EVEN WHEN you think you are right...

CONCLUSION: Be Genuine.... That's why I enjoy reading the best of Shamus. Damn it! Who has time for all the jive... Just be obsessed with your own success and don't apologize (this could be a much larger rant... I'll spare you the agony in this posting)!