Stuggling to sell?

Years ago I was really struggling to sell

One day my sales director said to me:

"Your biggest problem Scott is that you sound like a salesperson."

It made me feel useless - almost like a failure - but I knew he was right.

Our target clients were doctors and medical professionals.

My sales director sounded like a doctor.

He was prolific and our top performer.

So I spent the next few weeks working on my tone.

I recorded myself.

Listening.

Tweaking.

Changing.

I spoke it out loud in the park.

I imagined I was a medical professional.

I read what they read.

I watched video after video on YouTube.

I paid close attention to their tone and language. They used words sparingly and when they did speak it would usually be something of significance. They weren't afraid of silence and would never rush for anyone.

Now this didn't mean becoming something I wasn't.

It meant tuning into another part of myself.

Becoming a chameleon, an actor.

And great actors are truthful - not fake.

I started to change.

I built confidence.

And I slowly started to sound more like my target clients.

It paid off, and I started making more than I ever had before.

Within a couple of years I'd paid off my student loan.

As humans we gravitate towards people like us.

We connect quicker when we relate to someone.

And people buy from people like them.