The Magic Button

Let’s say for example that you’re in the middle of your presentation – you feel the time is right for a close and you push your magic buttonguaranteed” to close the sale.

But it falls flat and doesn’t work. What do you do now?

Well, if that’s all you’ve got in your arsenal, you’re going to walk away empty-handed.

Subjected to various socioeconomic, financial and political pressures of life, people don’t always follow the script you have prepared. The only thing you can totally count on when dealing with people is this: Things will change.

They are never 100% predictable. And if you are unable to adjust, adapt and align your efforts to them instantly, there is something else you can always count on – you’ll lose the sale. It’s frustrating.

But I’m going to let you in on a secret only know to the select insiders; until now:

Customers don’t have just one magic buttonthey have lots of them.

And they all have a magic “go button” that will work if used at the right time and the right place under the proper circumstances.

The key is this: There is not just one buttonthere are dozens.

If you’ve got more ways for them to say yes than they do to say no, you’re more likely to get the deal. Frantically trying to use the wrong tool for the job will lead to very difficult and unsatisfying results (for you and the customer).

So, where do you find the ‘right’ buttons to use?

This is an excellent question; to which everyone seems to have his or her own pat answer. But you’ll find the right buttons for yourself partly by listening to the words of the right people and reading the right books by knowledgeable authors. But mostly you’ll find them in your own experience.

There is no substitute for getting face to face with a prospect to show you what works and what doesn’t. Gradually, by trial and error, you build up a stockpile of ‘buttons’ to use when appropriate. You success ratio increases and your confidence builds, and you’re on your way.

But doesn’t this take a lot of time and effort?  Yes, but it’s worth it.

So, for those of you that still hold out hope for that one magic button that will produce instantaneous changes for you, I have the answer.

Actually there are two magic buttons, but they are of equal importance and are therefore, inseparable.

Magic Button #1: Get people to like you and trust you.

This is, in fact, the open-sesame to each subsequent step in your sales process. Yes, I know, words are easy to say and hard to put into action, but that doesn’t alter the truth of the statement. Happily, there a surefire route that will help you achieve this.

This next one is a gemstone and it’s as obvious as it is powerful.

Magic Button #2: Honestly trust and like yourself first.

If there is anything that will set the stage for your long-term happiness and success in sales and in life, it is this: They’ll like you and trust you when you like and trust yourself.

Although this button is second, arguably it is the most important and it is something only you can do.

When the philosopher Diogenes searched the world searching for “one honest man” he was not far off the mark. Being honest with yourself first is what puts you on the road to being honest with others. If you’re not truthful to yourself, you’re untruthful to others as well; and you’re doing both of you a disservice.

When you’re honest with yourself, you can be honest with others. 

If you trust yourself, others will trust you.

Your internal attitudes about yourself put in motion a whole series of factors, for better or for worse. A positive attitude about yourself will change your tone of voice, your smile, your physical bearing, the way you look and they way others see you. The reverse is also true.

So, the ball is in your court. If you’re serious about succeeding, then step up and really look at you. Face up to your strengths and weaknesses. We all have them.

If you can do this, you have reached the first step of becoming honest with yourself and with others. And incidentally, you will have opened the door to a stress-free life and a successful career.

It turns out that this old saying still applies:

When in doubt, tell the truth. Mark Twain

daniel w. jacobs
2010-2030, all rights reserved

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