Recently, I went to BurgerFi for dinner. As a low-carb, high-fat diet person, their lettuce-wrapped burgers are perfect.
As I ate my two burgers, I thought, “These don’t taste as good as usual.” And then, “Wow, I’m getting full, and my stomach doesn’t feel so great.”
It wasn’t until halfway through the second burger did I realize that I failed to order them lettuce wrapped and was eating the burgers on buns!
To add insult to injury, when I got the burgers, I also thought to myself, “I never noticed that ‘BurgerFi’ was toasted into the top of the buns.” But, of course, I overlooked that before because I don’t get the damn buns.
So what happened?
Is your fearless leader losing it?
Maybe, but the simple answer is that I wasn’t present. When I ordered the burgers, I thought deeply about something completely different. When I was eating the burgers, I tried to respond to all the accumulated text messages.
So while I was physically at BurgerFi, I was a million miles away mentally. Because of that, I was ordering and eating mindlessly.
Being present is one of the significant keys to closing sales.
Most business owners aren’t present with their prospects. Instead, they aren’t listening but thinking about what they’re going to say to close the deal.
One of the reasons is that the business owner doesn’t have a structure for their sales presentation and does not have a rehearse (NOT “canned”) presentation.
When you know where you’re going and know what you’re going to say, depending on what the prospect says, you can genuinely listen to what they are saying. And when you’re prospect feels that you are listening to them and understand them, they feel like you care about them. That creates trust. Trust leads to more sales.
Listen, there is nothing more impactful you can do for your business, your family, and your income than mastering the art of sales persuasion. NOTHING else gives you more leverage.
Kick butt, make mucho DEEnero!
Dave “No More Buns” Dee
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