START

START With Your Goals

What do you want to achieve? Why do you want to do that? How do you intend to do that?

In this case, your goals are what motivate your decisions. When you know what you want, you have motivation to stick to that plan and get there.

Why Choose One Strategy Over Others?

If you have good goals, your choices become crystal clear. Which options should you choose, and when?

Often, you have to wait until you know the exact details of what’s going to happen to settle on a strategy. For example, you may choose to start taking the right medications after the right diagnosis.

With our goals in mind, we make appropriate decisions.

DISTINGUISH BETWEEN GOOD AND BAD GOALS

There’s a chance you haven’t thought about your goals very much. So be careful before you say “good” and “bad.” A good goal could be a horrible mistake.

At every milestone of a sales process there’s a moment when your potential client explains what they hope to accomplish. If you’ve done the work to be convincing in your pitch, you’re already halfway to your goal. Remember, salespeople who don’t get deals because they didn’t ask clients what their goals are or explain their reasons aren’t trying hard enough.

This is an often overlooked step in the process. Who do you want to do business with? Everyone deals with the struggle to explain why they want what they want. And nobody wants to be more vulnerable than they already are. If the goal is a closed deal, the goal is having a fruitful conversation about goals, desires, and motivation. You may know something your potential client doesn’t know. The more that can be uncovered, the more likely you are to uncover the true motivation for your potential client.

This is your moment. Remember, your goal is to secure a profitable partnership. Don’t waste it.

You’ve figured out that their goal is likely to generate revenue. But do you know why they do it? Do they want to spend more time with you? Do they want to make money? Do they have motivation that is solely to get more money?

If you can’t answer “yes” to any of those questions, you need to dig deeper. Once you’ve learned about their motivation, explain how you can add value to their life, and explain why what you’re offering is the most valuable thing they can receive.

If they don’t share what their true motivations are, you may have a difficult conversation. If they do, you’ll feel like you’re getting a second chance to prove that you’re not an imposter. This time you’ll need to give more motivation and explain the benefit you have to offer. You’ll also need to explain why they should invest in your business. You’re likely to be amazed by their motivation once they explain what’s motivating them.

With this done, you have a second chance to demonstrate that you’re a viable business partner that has a genuine interest in their success. It’s an important part of the process, and it takes serious motivation to start a conversation. Once you start explaining your business, it’s the most natural thing to explain your personal interests and motivations. When you explain how you’re motivated by a combination of passion, knowledge, and a desire to add value, your potential client’s motivation will be understood. Your motivation will be understood.

REMEMBER THAT THESE CONVERSATIONS ARE NOT POLITICAL CONVERSATIONS

These conversations are not like politics. Your clients don’t care if you were raised in a conservative, liberal, or even moderate family. What they care about is whether you have personal motivation that is about them and their goals. They want to understand that you’re truly motivated by what you have to gain from the partnership. This is the reason that winning over a potential client is so