Today’s guest is Steve McKee. He is the president of Wallwork and Company. He is also the author of the book When Growth Stalls and Power Branding. He has been a columnist for Businessweek over a decade and currently writes a column for SmartBrief on leadership.
Nobody in any purchasing situation acts completely rationally. But when you start to fill in the layers, that irrationality can be somewhat rational.
Giving into the fallacy of rationality
When a company has a need for a product or service, they’re feeling pain. And they’re looking for a solution. So when you appear on their doorway, they desperately want you to be the answer. Think of it that way!
Start working for the prospect before they hire you. Start serving them and meeting their needs. Start genuinely and sincerely working for them before the hire you. And oftentimes, they end up hiring you. But if not, you’re still building relationships and trust. Start to give away what you have and it will come back to you.
A purchase process can actually change the purchase process.
Think of wise ways to violate things.
Remember, your prospects are humans and they want to like you.
Learn more about Steve and the stuff he’s doing on www.whengrowthstalls.com
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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.