Pay attention to your people

I liked Mark Burnett and his story. He came to the US when he was 22 right after the British army. The 1st day he came to the US, he landed in Los Angeles in his soldier outfit. His only friend in town told him that he wouldn’t have a place to stay and he needed to find a job. He landed 1st job within one day after coming to America and it was a Beverley Hill home care-taker (aka the nanny). He sold himself the 1st day because he knew he really had nothing to offer, but himself. (Especially in a funny army outfit during his interview…)

Rich people know how to sell themselves. Rich people usually have a position. We think. We also know how to adjust our style depending who we talk to. It is very important to understand what your audience is looking for. Can you imagine talking to Mozart about stock? Or talking to the Pope about mountain biking? Know your audience. Mark listed 4 kinds of people in his talk. The kind of people that you would meet day in and day out:

1) Engineer – They are the analytical types. They love data and detailed information. You cannot persuade them to buy anything without the data. We need to be prepared when we meet the Engineer. They will ask for more info: references, specifications, technical details, etc. They like facts. They don’t usually buy on emotion.

2) Artist – They are the artistic feeling type. They love to buy based on emotion and feeling. They love it! Data is usually not as important. They buy because they see themselves driving that car, living that beautiful home. If you understand their emotion and feeling; you are golden.

3) Passive - They are the passive types who like to be led into sales. They like to slowly figure things out on their own. They don’t like to be pushed. Leave them alone! They would hate it if you ask them about ‘When you think you would buy?’ Don’t rush them. They will buy eventually, but it just takes a little bit of time.

4) Aggressive – They are the aggressive types who love to hear the sound of their own voice. They like to talk. They like to convince themselves loudly. Ask question. Ask them about their thoughts. Their house, their past, their passion. The more they talk, the more they will reveal why they would buy or not buy.

I am not saying you would sell 24/7 to everyone you meet. You simply just need to pay attention to the people around you. It’s not only for selling yourself or selling your product or services. It’s about you and your relationship with other people.

Adjust your style depends on who you meet. I love Mark’s analogy about the pilot changing the flight course depends on the wind, the weather and many other things. We can’t get to where we want to go without slight adjustment to your environment and the people around you.

I am not saying you need to bend over backward to be someone you are not. You are simply paying more attention to the people around you and you care for them and their feeling. Ask yourself, how much time has you spent and truly understood the person who is sitting or facing you right now. Have you put some thoughts into this?