Why Sellers Need to be Interested and Interesting

Sellers need to be interested and interesting.

Here's what I mean...

Pretend you're a buyer who receives calls from 2 sellers.

One makes a pitch for his product. The other seller asks relevant questions about you, your challenges, and your goals.

Which one would you reward with your attention?

Let’s take that one step further....

Do you know how to make a friend?

I hesitate to use the word friend in this context because you are not trying to become friends with your buyers.

Friendly, yes. Friends, no.

However, research shows the key to successfully connecting with a person you’ve just met is knowing how to make a friend.

Yep. That’s it. Make a friend.

So, visualize yourself in a social setting.

You were just introduced to someone at a party. A friend of a friend.

What do you say to them?

Do you immediately ask them to give you something?

Of course not.

When you meet someone new in a purely social setting, you don’t think only of what that person can do for you.

You show a genuine interest in that person and try to establish a bond based on a common interest.

And that’s all you need to do when you’re connecting with a buyer.

The next time you speak with a potential buyer for the first time, imagine instead that you’re meeting them at a party, at your kid’s school, or in some non-business setting.

In that environment, ask yourself, what’s the first question I’d normally ask a new acquaintance?

Connecting is simple.

Be more interested in others than in yourself.

Be more interesting than your competition.