HOW DISCOVERY TOOK THE PAIN AWAY FOR ME
When I started selling I was selling advertising space for the local newspaper. Part of my job was to visit businesses by going door to door to ask them if they wanted to advertise in the paper next week. Within a few weeks, I was ready to give up. It was the same question every week and the ‘no thank’ answers were stacking up and the ‘yeses’ were becoming scarcer and scarcer.
Soon I was so depressed that I started avoiding more and more businesses until I was finally ready to give up.
Then one day I worked out how to ask open-ended questions and have actual conversations with these businesses and no longer was I asking them if they wanted to advertise, but I was asking them about their business, how they attracted customers, what was their experience from advertising if they were to advertise what who they advertise and how.
The whole conversation changed and rather than asking them if they wanted to advertise I developed a very large pipeline of businesses with who I was engaged and working to look at options and possibilities that suited their core business requirements.
The whole process was flipped on its head and now I was able to easily win business, systematically and better than this, my motivation went through the roof and the pain of rejection disappeared.
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