As a business owner, a coach or a consultant, have you ever wondered why your warm and hot leads are not converting into paying customers? For far too long, businesses have been ‘selling’ to customers. But guess what? I’ve found that people don’t like to be sold to but they love buying!!! Isn’t that interesting?
So I dug a little deeper to start understanding more! I realised that customers just wanted to be heard. They want someone to listen to them, they want to feel understood and they want to build that connection.
People don’t buy what you’re selling.
They buy when they feel understood.
So “Stop selling; Start connecting!”
Have you observed that kids are the toughest people to sell to? They’re the best negotiators. Let me share a story with you. I have two daughters Reyna and Saira! I, as a father, of course want both my daughters to grow up to be confident, speak and connect with people, so that they can send their message across.
A few years ago, I was telling my older daughter, “Saira, you’re going to grow up and you’re going to be a great speaker!” I’m selling this vision to her to which she says, “Okay!” I then asked her to go in front and give me a speech and told her to take her sister along. So they both got up but then they just ran!!! Kids don’t listen. Right? It’s very normal.
A year later, when I came home from work one day and just as I was stepping in, my daughter Reyna who was three and Saira who was five ran towards me. I hugged them and the first thing they told me was “Papa, I want to play public talking!” They called it public talking and they started telling me what they did the whole day and as a father, I felt amazing at that moment!
So, how did I do that? You see, 84% of people buy from people they trust or they know. Now, my kids trust me. Right? The first time, I was there but they weren’t listening to me. So, I did something after that so that they would listen to me. That is ‘A,B,C’ — ‘Always Be Connecting’.
Before I explain how I connected with my kids, you need to understand a little about personalities! So I’ve been studying ‘Personalities’ for over a year now and when I got good at it, I helped businesses and coaches to increase their sales by more than 1.5 million dollars.
You see, there are four types of personalities.
1.Go-Getters:
The first type are the people who are go-getters. They have this vision, they know what they want and they want to be number one in life. They are very competitive.
2. Relationship:
The second type are the relationship people. They’ve got lots of energy and are always smiling and happy. For example, the people presenting on stage who have lots of enthusiasm and have these moves that capture the attention of the audience.
3.Helpful:
The third type are the people that want to help others, they care for people so much that they sacrifice themselves to serve other’s needs.
4.Analytical:
The fourth type of people are those who are analytical. They are very factual, they love graphs, pointers and numbers.
So, once I learnt and understood these personalities, I started connecting with my daughter in the personality she was in and I started connecting the dots with all 4 personalities.
I first told them that we’re going to play a game together and I started selling on the vision that she’s got to be number one and I connected the first two personalities with her. Next I told her that if we play together and if she can help her sister grow as well, how does that sound? She agreed and that’s the third personality. So, this way I got my older daughter to get my younger daughter to do it as well!
CONCLUSION
So, you can now understand how simple it is to actually connect with people, persuade them and speak confidently! All you have to do is just remember the four types of personalities that we discussed and implement them in your life. Finally, remember to always be connecting!
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About the author
Dev Sethi is the Founder & CEO of ‘Wealth On Command’. Dev is a Global Sales Award Winner and “Closer of the Year 2019” in High Ticket Sales across 150 countries. He is the 1st person across Australia, Asia, Africa, Europe and South America to ever win this award.
He empowers business owners and entrepreneurs to monetize their skills and maximize their sales by assisting them in building a high performance sales team. In the last 12 months alone his business has grown by over 560% and his clients have made over USD 5.2 Million in Sales. Dev is a Sales Champion and is now creating more Champions.
He speaks 4 languages fluently and is a loving father and a caring husband; born in Thailand, grew up in India and now living in Sydney, Australia.
