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CLOSING THE SALE

To understand the power of intent, imagine you are a buyer. Think about some significant purchases you have made.

As a buyer, have you ever:

Been pressured to make a decision too quickly?

Felt like you were “being sold”?

Become confused and overwhelmed by features/capabilities that weren’t important to you?

Was the interaction all about you or all about them?

In contrast, think of a time when you consulted someone you trusted on a matter of importance—someone who had your best interest at heart.

How did that person approach the process?

How did it make you feel?

How did it impact your willingness to share vital information?

You may have just thought of a friend, family member, or trusted advisor. What is it that makes it easy to have good intent with friends and family, but challenging with business associates?

The irony is, the harder you try to “sell” people, the less willing they are to be “sold.” Most people can feel when they’re being manipulated or led to your conclusion, and they will often move aggressively in the opposite direction. When people feel their choice is being restricted, they