Persuasion vs. Inspiration – A New Paradigm For Getting Clients
By Ralf Skirr.
You want to add new customers to your business. But selling is hard. Selling is unpopular.
Most people think of selling with an outdated frame of mind. They’re stuck in thinking that has its roots more than 100 years ago.
The old thinking asks:
How do you make someone [anyone] buy from you?
The question is getting it all wrong. It’s the 20th century sales paradigm of PERSUASION.
The assumption is: You have to work hard turning someone from mindset 1 “I don’t need your stuff” to mindset 2 “Where do I have to sign to get your stuff?”
You take someone who’s not a buyer, and work on him, manipulate him, to make him a buyer.
It’s like “Invasion of the Body Snatchers.”
You’re changing a person.
Selling this way is hard work, indeed.
Fortunately there’s an easier way.
The new 21st century sales paradigm asks:
How do you connect to people who are naturally inclined to buy your stuff?
Instead of selling fridges to Eskimos, you’re offering beachwear to tourists booked for Hawaii.
Instead of turning someone’s mind, you talk to people who don’t need to be turned.
You connect to that part in their thinking and feeling that already resonates with your offer. Building that connection in sales, finding that resonance, is called INSPIRATION.
INSPIRATION works [resonates] with what’s already ‘inside’ the person you’re talking too. INSPIRATION connects you with like-minded people. That’s why it’s so much easier, so much more enjoyable than PERSUASION.
This article was first published at RalfSkirr.com.
Category: Internet Business Blog |