One of the toughest things about selling is learning to remember that the world does not revolve around me and my priorities. I still forget this every now and then.
It’s not hard to understand why though.
If we believe in our company and what we sell, if we are passionate in how our product or service can help our customers, if we see the results so we know it really works, then it’s easy to assume EVERYONE places the same high priority on our product or service as we do.
Why wouldn’t they? This is next best thing since sliced bread, nuclear fission and Velcro. People SHOULD be lined up to buy from us, right?
(Jim Logan has an apt comment about this in Love Is Overrated.)
Of course, the rest of the world has their passions, their priorities, and their fires to extinguish. They might agree with us that our product or service is fantastic and it is a perfect fit for them. But, they also have budgets and families and employees and bank loans and vacations and all the other fun things that fill our lives.
So when I talk with someone who is interested in my product I remind myself that we’re doing this on their schedule, not mine. It needs to fit their world, not mine. That way when it takes 2-3 months to close a deal that should only take 2-3 weeks, I don’t get too bent out of shape. I just remember, we’re working with their priorities, not mine.
If they want and need what I offer, if it is a good fit, if they trust me and my company, we will do business. It might take longer than I prefer but that’s okay. If I stay with them, the deal will get done.