Think about prospects as wild horses. You go on Linkedin and you see a horse. You think that horse fits my ideal, customer profile. That horse has the right title. We could do a lot for this horse. I wanna ride this horse The problem, the horse is wild. You wanna go this way, but the horse wants to go that way. You want the horse to take a next step. But as soon as you try to get the horse to take a next step. It rear up and bucks you off. You can't climb on a wild horse and ride it. Why?
Because just like a human, while horses don't like being told what the deal. So first, you have to tame the horse. To tame a horse, you can do 1 of 2 things. You can beat it into submission by trying to control it which is the traditional sales approach, or you can offer the horse something nice to eat, stroke it and gradually gain its trust. Over time, the horse lowers its guard and this come and the horse secretly thinks. You're not gonna harm me.
It would actually be nice to work with this person. I wanna be trained. I trust this person. Likewise, there are 2 ways to sell, you can force people to do what you want them to do, but eventually, they will rebel and buck you off. That's because autonomy is a basic human need. Or you can get prospects amenable to lowering their guard so they want to change. They think This is fun talking to this person. It's informative. It's entertaining. It's not an ordeal.
For example, you're listening to this podcast. I am selling you on myself, but it doesn't feel like I'm trying to force you into doing something. You're enjoying listening probably. Some of you might head over to my website 1 day, which is josh braun dot com and buy something. Some may go to my website and check out my free book. I call this type of selling the way, it's selling without pushing, convincing or begging.
If you'd like to see more examples of the way, check it out in my new free book call for sale, can get it at josh braun dot com slash shop.