Episode 1 - Chasing the Sale

Today I’ll talk about sales. Remember, whatever you chase runs
away. I’ll say that again. Whatever you chase runs away. How many
of you have ever had a puppy get by you and run outside? Each
time you go after that puppy, it runs away. And you know, the
other day we got two new kittens and we had to get them to the
vet. I actually had to have Brenda help me because one of the
kittens was being a little cantankerous. Every time I got close
it would take off. So, we literally had to corner the poor little
guy, get him into the carrier so that I could get them to the
vet. This is what happens when you chase something, it runs away.
And I've got to tell you that when you're chasing money, it runs
away too. When you're in sales, when you're chasing money, it
runs away from you. Please hear me say that. It's not your goal
to make money here. Because if that's your focus, you're focused
on you, not your client. If you're focused on money, you're
desperate. People can smell desperate. And I've been guilty of
this too. In the past, when I was slow, I had the hardest time
making a sale. I struggled to close that sale. And when we were
really, really busy, people were buying like nuts. I'm telling
you right now, it's because they smell your desperation. They
smell your focus, your perception of self-interest. So, I'm going
to ask you to stop chasing money. Recognize that money is a
by-product. Profit is a by-product. Bob Burg says it really well.
Profit is the thunder to value’s lightening. You must give
amazing value. Another thing I heard about profit is that profit
is the applause of your clients for a job well done. But when
you're focused on yourself and what you get, you're no longer in
a relationship. You're not talking to your client. You're not
putting their needs and goals ahead of what you need and people
can smell it. So, what I'm going to ask you to do is stop. And
focus on your customer. Want the secret? Take a listen.