If you’ve been following me, you know that I advocate a serve before selling approach. It’s the absolute best, most honest, ethical, and collaborative way to do business.
It’s not just based on opinion or ethics. One big reason is that you you don’t control access to information. In the olden days, you knew things your buyers didn’t. Now there’s much more parity between you and your buyers.
Something else that’s happened that is missing from a lot of the sales literature is our understanding of people. Advances in psychology, cognitive science, and behavioral economics have given us important details about how people make decisions.
In the coming days and weeks, I’ll be covering some of these insights with direct examples and applications about how they can be applied to selling your services.
The reason is simple: selling is a highly relational event. Again, the goal is to serve your potential clients rather than sell them anything. To help them make decisions, it’s useful to understand how people make decisions in their life in the first place.
If you take a deep and sincere interest in people – especially your potential clients – you have a better chance of creating a connection. Better yet, caring about your potential clients is the fastest way to truly serve them. This extends from knowing them personally to understanding their motivations.
What better way than to understand humans?
It’ll help you serve, deliver, and sell.
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