A lot of salespeople approach selling to the customers like winning a battle.
It’s a very macho kind of eighties thing that you’ve got to close people and get them to agree with you.
But in actual fact, what you need to do is understand that you’re on the same side of the table as the customer.
Stop thinking of negotiations as a one-on-one.
One versus one, you versus the customer.
Instead, in your mind, flip that model and say, “Actually we’re both on the same side of the desk.”
I’m showing them all of their available opportunities and I want to work alongside them.
If you ever feel that you’re struggling to convert a customer, put yourself in the position where you’re thinking, well, this is a collaborative process approach and I’m going to work alongside them and remind them that you’re on the same side of the table as they are.
As soon as you start thinking that way, you’ll start converting more customers because you’ll see it from their point of view.
