Since it was Halloween last night, I thought it would be a good idea to watch a scary movie. The problemo is the wife doesn’t like ’em…at all.
So I hunt through my DVD collection for something I’m sure she would like…
Texas Chainsaw -nope.
Evil Dead – not a good idea.
Inside – an absolute “no way, Jose.”
And then I found it…
The Others starring Nicole Kidman. This is a classic ghost story, void of all violence that is beautifully shot and has a wicked twist of an ending.
I love this movie and I’m convinced that she will love it too. Why do I think this? Because I love it. It’s one of my favorite all-time horror flicks.
She really doesn’t want to watch it but I convince her to do so.
After the movie ends, I ask her with enthusiasm and great expectation of her answer, “Wasn’t that great?! Did you like it?!”
As you probably guessed, she didn’t like it – at all. Why? Because my wife doesn’t like horror movies.
I made the classic sales mistake of projecting what I like and what I think is awesome onto her instead of seeing things from her perspective and listening and understanding her wants, needs and desires.
We do this a lot in selling. We are so intent on selling our product and so enthusiastic about it, that we forget to really listen to what our prospect wants. We jump to the prescription before we have done a thorough diagnosis.
And sometimes, through the shear force of will, we make the sale – just like I “sold” my wife on watching the movie. More often or not though, we either lose the client or there is buyer’s remorse. (I’m hoping for my wife it’s just the latter, not the former!)
In next week’s Psychic Sales Secrets Revealed webcast, I’ll not only be giving you the structure of the sales process but also hypnotic language which allow you to get deep inside your prospects’ minds so you know what your prospect really wants and desires instead of trying to sell them what you think they’d like.
They say you teach what you most need to learn. I guess they’re right. Just ask my wife.
Kick butt, make mucho DEEnero!
Dave “Should’ve Known Better” Dee