When it comes to sales and communications in general, your intent is much more important than your content. Salespeople are often concerned about choosing the perfect words for that phone call or meeting with a prospect. While the content of your words are important, your intent is much more important.
The problem that many salespeople have is they have been taught to ask certain questions or position their product in a certain way. Nine times out of ten, what they learned is what someone (often their boss) has told them they should do to “sell” themselves and their product.
If someone wants to sell you something, you quickly can see past their words (content) and discover their true motives (intent). As a salesperson, you’ll have more success if your intent is to be helpful to others rather than if your intent is to sell something.
If your focus is on helping others, you may stumble over your words from time to time, but it will be ok. People will forgive you, because your intent is coming from the right place.
So before you walk into a prospects office or pick up that phone, ask yourself, “How can I truly help this person?” By staying true to that intent, your content will take care of itself. People will be attracted to you, because you show that you genuinely care about them. You’ve heard the saying, “People don’t care what you know until they know that you care.” It’s true.
Intent Versus Content - To learn more about this author, visit Will Turner's Website.
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