We are right in the middle of summer, and I love the summer. And in the midst of this nice warm weather, it may be strange to say that I also love the winter-but I do.
That’s when the business world almost uniformly decides to go into a slumber because they believe buying slows down. That’s called a self-limiting belief. That’s when I’m at my best because this is what I have found-people actually still have money and are willing to spend it if you’re good enough to find their pain.
You see, businesses today are not spending money on pleasure and fluff. They are, however, willing to spend money at any time of the year on things they need or that are going to save them money, avoid a cost or help them increase their revenue. You have to get really good, really fast at learning how to find pain, and you need to work on having patience so you do not pull the trigger too soon, but learn how to develop the pain and find the emotional connections that will make your prospects spend their money.
Owners, quit taking excuses that people don’t have money because they do for the things they want and the things they need to solve problems.
Good salespeople don’t even know there is a recession because they are good at finding the pain.
Illustration by Rob Green