The perception of the prospect


In sales, the perception of your prospect is always true.

If they think you are spamming them, you are.

If they think you are sleazy, you are.

If they think you are pressuring them, you are.

But there is good news…

If they think you are accommodating, you are.

If they think you are authentic, you are.

If they think you are patient, you are.

If your intent isn’t pure, the words you use to sell won’t matter. If your intent is perfect, your words don’t have to be.

3 thoughts on “The perception of the prospect”

  1. I think you have two good points in this short post that apparently contradict one another.

    One the one hand, perception is reality, intent doesn’t matter. But at the end, you say the opposite.

    Both ring with truth on their own, though. What’s the commonality in the juxtaposition?

    1. Thanks for the comment, Chuck. Great insight. The commonality in the juxtaposition is this…seller intent drives customer perception, they are not mutually exclusive. Let’s take the sleazy used car salesman example. His intent is to make a sale and a commission. My perception is a reality, then. If I think he’s sleazy, he is. Even if he uses the perfect ‘words’ during our transaction, I likely won’t buy a car from him. The alternative is the quality car salesman whose intent is to make sure that I’m and have a wonderful customer experience, whether he makes a sale or not. If it is apparent to me that the intent is pure, he could be less than perfect with his words and I’ll likely give him the benefit of the doubt, if not the sale. Seth Godin talks about this in our Alternative MBA class and sales guru Mahan Khalsa says, “your intent is more important than your technique”.

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>