This ones for the ‘closers’:
We don’t define value. We can help set downstream buying criteria, but customers define value. What’s important to them is what’s important. Our job is to help them define value.
We don’t convince customers to buy. We can help them make a good decision, but customers convince themselves. Our job is to help them convince themselves.
Sales are not random. We may witness seemingly random sales patterns, but that just means we aren’t paying enough attention. Our job is to pay attention.
What if you were to identify less as a ‘closer’ and more as someone who pays attention, helps people define value, and compel them to act upon it?