Vulnerability is the key to surviving this pandemic. Donald explains the reason why in this episode.
Donald was talking to another gentleman about his experiences during the pandemic. He inquired how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He said that the situation isn’t going great. While it isn’t going great for everybody, few people will share the areas they are suffering from.
This conversation affected Donald and it allowed him to connect with the person on a human level, not just a professional one. Deep conversations open up a more meaningful dialogue and an opportunity for more conversations in the future. The vulnerability of this gentleman allowed him and Donald to talk more honestly with each other. They were able to share their experiences and challenges through this pandemic in a more authentic way.
Vulnerability is opening up to someone with the possibility of being attacked or harmed and for many people, it can be a scary place to be. Vulnerability is different from desperation. Salespeople shouldn’t confuse one with the other. Human beings are social creatures. We genuinely need to be heard and being vulnerable allows us to say what we need others to hear. It fast tracks a deeper conversation.
When you’re dealing with prospects, try to be vulnerable without being desperate. It involves being real and honest from the onset of the conversation. Look for opportunities to have a deeper exchange and let them know you want to connect.
“Vulnerability – The Key to Landing More Sales Appointments In 2020” episode resources
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.