Changing Perception into Reality

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Often our perception is what keeps us from hearing “YES” from the customer.

If you want influence, you have to focus on your story. Do you want to be influential – on line, in person, on the phone..and in the dating game? Well, add this to your perception…

The deepest blue tropic sea doesn't look this invitingIf sales is really about persuasion and influence (and, by the way, sales IS about persuasion and influence) we are selling all day, every day. As Daniel Pink points out in To Sell is Human, persuasion is pervasive. No matter what your career choice, you have to convince others that your ideas have merit and value.

So, when it comes time to sell your ideas, your company, your products or your services:

Instead of selling to people, consider that it is your job to teach them how to buy.

If your solution has merit, and you approach your audience with the right focus, help your audience to know how to buy. That instruction starts online, via your internet platforms. On a personal level, that’s linkedin. Maybe that’s even or jdate – let’s face it, your story starts online. On a corporate level, that could mean a website, twitter, or facebook.

Provide the information and instruction that elevates your message to a valuable and authentic solution.

Here are some perceptions that are a part of our reality:

[box type=”shadow”]“There is no such thing as an attention span.  People have infinite attention if you are entertaining them.” – Jerry Seinfeld

“I don’t have a short attention span, I just… Oh, look! A Kitty!” – Anonymous

“The first eight seconds is the length of time the average human can concentrate on something and not lose some focus.” – Jeffrey Hayzlett, “The Mirror Test”[/box]

In order to change perceptions, step 1 is: Stop Selling. That’s right: you have to stop selling, and begin teaching your customer how to buy.

What information, if known by your customer, would change indifference to action?

“No, not interested” is the stepchild of “I don’t know” and “I don’t care”.

What you need to teach the customer, to change their perspective, is the best path to the solution you offer. Sales executives have to understand the enemy; your biggest competition is “Don’t Know” – followed closely by “Don’t Care”. Teaching customers how to buy is the solution that changes the game.

What perspective helps you to capture the customers’ imagination? How have you overcome “don’t care” and beat disinterest in your business?

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