One of the biggest consequences of our Melbourne lockdown right now is the fact that I can’t visit my chiropractor because I really can’t justify my situation as a health emergency.
It has made me reflect on the benefits of a smooth selling process.
You see, Ashley doesn’t ask me what I want him to do each time I show up to an appointment and he doesn’t ask me how often I want to visit. He’s not all that interested in my preferences… just my outcomes.
We have the discussion about my goals at the start of each series of appointments, then he tells me what I need to do and how often I need to show up at the clinic for an adjustment. Beyond that, he has his own ways of measuring my progress toward those goals and he tells me how I’m doing on his scale.
When I’m ‘too busy to show up for appointments’ he tells me exactly what he thinks about my attitude to my health and what the consequences will be.
He’s usually right.
Is he thinking about how to increase his sales volume or is he thinking about my health and wellbeing?
To be honest, it doesn’t really matter what he’s thinking because the difference that a proper adjustment makes to my mental and physical health is dramatic. Post-adjustment my ability to handle stress rises, my focus improves, and I’m able to make better decisions and deliver better work.
The same is true for your prospects!
They simply don’t have the knowledge and expertise to make adequate decisions and they have a vested interest in downplaying their needs unless they are fully aware of the gravity of their situation.
If you believe in what you are selling, you will make your life much easier if you only create options that fulfil your customers’ real needs and if, like Ashley does, you are prepared to say, “No. I cannot deliver value on that basis.”
