You present an aura of passion for what you do and a confidence that the customer is better off buying from you. Your communication style establishes trust, honesty and dependability. Your high emotional intelligence balances impulse control and assertiveness. You blend style and class with minimal visible effort, while not trying to appear that way. This is called sprezzatura.
Customers perceive you as both different and valuable. Your research and conversation reveal their needs for minimizing risk, avoiding aggravation, eliminating pain, obtaining pleasure, acquiring power or earning a profit. You weave this perspective into provocative questions that capture their attention. Then you narrate a success story that resonates with their situation so that they can visualize the benefits that they would derive. Being natural enables you to share insight about your products, your business and your industry and to easily address objections.
Invest in yourself and become the differentiator. Give them a reason to want to interact with you.
“If a man is a street sweeper, he should sweep streets as Michelangelo painted or Beethoven composed music or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will say, Here lived a great street sweeper who did his job well." Martin Luther King Jr.
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