by Tim Roberts
I recently met with two very different salespeople, Mike and Marty. It's easy to tell that each selling day Mike and Marty get dressed from a different closet.
Mike’s closet is chock full of impressive, latest-greatest slick suits. Light in color, they reflect his true intentions. Many of them are so darn near transparent, you can almost see right through Mike.
Mike’s shirts are double-coated with a blend of starch and Teflon. His questions are as stiff as the starch and the answer “No” won’t stick.
Mike’s motive is clear: Don’t take “No” for an answer, always be closing.
Marty’s closet emits blue--the color of trust. His suits are casual and non-threatening, yet all business. His shirts are toxin-free and radiate a comfortable and natural style. Marty can breathe easily in his clothes and allows you to do the same thing.
Marty’s motive is also clear: Stop selling, build trust and find the truth.
Motive is as apparent as the clothes you wear. Buyers may not always be able to see it, but they can always feel it.
At Sandler Training, Trustpointe we won’t let our clients get dressed up in their motive. We help them walk a mile in their customers' clothes. To learn more about transparent motives, contact Tim Roberts at 317.845.0041 or tim@thetrustpointe.com.
Halloween’s almost here! Need a new mask or are you gonna stick with the one you’re wearing now?