The average person
is selfish.
I know I am.
If the first thing
a salesperson does
is talk about her product,
I tend to tune her out.
I’m not interested
in her products.
I’m interested
in finding solutions
for my problems.
If the salesperson
asks about me,
about my needs,
however,
I’m fully engaged.
“When someone acts
in a way that says,
“can I help you buy something?”
or,
“can I help you achieve your goals?”
then we’re on our way.”
Make any sales pitches
about the person
you’re pitching to,
not your product or service.