Get up from the table, walk to the other side, and look at the deal from the opposite side. Look at it from both sides of the table. Ensure the deal is fair and honest.
The golden rule, or principle: Embrace life professionally and personally, can be found in every culture around the world. Basically, “Do unto others as you want them to do unto you.” Salespeople can fall into the “golden rule” trap. Selling to others as you want to be sold to, limits your effectiveness.
In this episode of Authentic Persuasion Show, Gregory Kovsky and I will talk about Greg’s business in helping other businesses. Gregory has worked in the professional Mergers and Acquisition Intermediary Business for IBA since the spring of 1994. In 2000, he purchased the company from its founder and became its successor as the CEO and president of the firm.
- Other business brokers miss the mark. They should focus on the commission, their personal outcome on the sale, and getting unity of purpose with the client or buyer. We’re paid by performance until the deal is closed, or the client is satisfied.
- Salespeople need to share benefits to the buyer, in relationship to the cost. Allow the purchaser to make an intelligent decision. Be authentic, be knowledgeable, share your experience with the customer so they can complete the acquisition, and be happy. A salesperson should think long-term in order to be successful.
- A salesperson should speak the people’s language in order to have a message that resonates. Speak their language. Don’t speak in MBA or financial jargon to a customer.
Learn about: teaching reps to mentally switch between tables, mutual respect, courtesy, reputation, and success.
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