Per­sua­sion vs. In­spi­ra­tion - A New Par­a­digm For Get­ting Clients

You want to add new cus­tomers to your busi­ness. But sell­ing is hard. Sell­ing is unpopular.

Most peo­ple think of sell­ing with an out­dated frame of mind. They’re stuck in think­ing that has its roots more than 100 years ago.

The old think­ing asks:

How do you make some­one buy from you? 

The ques­tion is get­ting it all wrong. It’s the 20^th cen­tury sales par­a­digm of PERSUASION.

The as­sump­tion is: You have to work hard turn­ing some­one from mind­set 1 “I don’t need your stuff” to mind­set 2 “Where do I have to sign to get your stuff?”

You take some­one who’s not a buyer, and work on him, ma­nip­u­late him, to make him a buyer.

It’s like “In­va­sion of the Body Snatchers.”

You’re chang­ing a person.

Sell­ing this way is hard work, indeed.

For­tu­nately there’s an eas­ier way.

The new 21^st cen­tury sales par­a­digm asks:

How do you con­nect to peo­ple who are nat­u­rally in­clined to buy your stuff?

In­stead of sell­ing fridges to Es­ki­mos, you’re of­fer­ing beach­wear to tourists booked for Hawaii.

In­stead of turn­ing someone’s mind, you talk to peo­ple who don’t need to be turned.

You con­nect to that part in their think­ing and feel­ing that al­ready res­onates with your of­fer. Build­ing that con­nec­tion in sales, find­ing that res­o­nance, is called INSPIRATION.

INSPIRATION works with what’s al­ready ‘in­side’ the per­son you’re talk­ing too. INSPIRATION con­nects you with like-minded peo­ple. That’s why it’s so much eas­ier, so much more en­joy­able than PERSUASION.