Fun fact about yours truly:
I’m a buyer.
I love buying stuff.
Not in a materialistic way (I hope).
But as a means to improve myself… and my firm… and my level of service to my clients.
So, for example, I buy coaching and consulting.
And I love the process.
Does that make me a nerd?
I just really appreciate how the deal unfolds– getting an offer that makes sense for me, seeing the benefits, watching the sale take place in front of my eyes.
And, because I’m such a buyer, that also makes me a very good salesperson.
Let me explain —
If you’ve never been on “the other side…”
Listening to the expert or the salesperson unfold their offer on the other end of the phone…
While feeling both excited and nervous…
And thinking, “Is it going to work for me? Is the risk worth the reward?” …
Then you won’t be able to sell as effectively.
There will be a gap.
We call it the “empathy gap.”
Because if I don’t understand, on a deep level, what it’s like to be the buyer of consulting or advisory services, then I won’t be able to “meet” the prospect on the other end of the sales conversation.
Furthermore, you can read all the sales literature and scripts in the world… and they won’t help.
There’s only one way to overcome the empathy gap…