Think about prospects
as wild horses.
You go on Linkedin and you see a
horse. You think that horse fits my ideal,
customer profile.
That horse has the right title.
We could do a lot for this horse.
I wanna ride this horse
The problem,
the horse is wild.
You wanna go this way, but the horse
wants to go that way.
You want the horse to take a next
step.
But as soon as you try to get
the horse to take a next step. It
rear up and bucks you off.
You can't climb on a wild horse and
ride it.
Why?
Because just like a human,
while horses don't like being told what the
deal.
So first,
you have to tame the horse.
To tame a horse,
you can do 1 of 2 things.
You can beat it into submission
by trying to control it
which is the traditional sales approach,
or
you can offer the horse something nice to
eat,
stroke it
and gradually gain its trust.
Over time,
the horse
lowers its guard and this come
and the horse secretly thinks.
You're not gonna harm me.
It would actually be nice to work with
this person.
I wanna be trained.
I trust this person.
Likewise, there are 2 ways to sell, you
can force people to do what you want
them to do, but eventually, they will rebel
and buck you off. That's because autonomy is
a basic human need.
Or
you can get prospects amenable to lowering their
guard so they want to change.
They think This is fun talking to this
person.
It's informative. It's entertaining.
It's not an ordeal.
For example, you're listening to this podcast.
I am selling you on myself, but it
doesn't feel like I'm trying to force you
into doing something.
You're enjoying listening probably.
Some of you might head over to my
website 1 day,
which is josh braun dot com and buy
something.
Some may
go to my
website and check out my free book.
I call this
type of selling the way,
it's selling without pushing, convincing or begging.
If you'd like to see more examples of
the way, check it out in my new
free book call for sale,
can get it at josh braun dot com
slash shop.