If we are not aware that we are happy, we are not really happy. When we have a toothache, we know that not having a toothache is a wonderful thing. But when we do not have a toothache, we are still not happy. A non-toothache is very pleasant. ~ Thich Nhat Hanh
I stepped into an Uber a few days ago and the driver asked me, “Are you ok with the music?”
[There was absolutely zero music playing – not a single audible note to be heard]
Which meant that what he was really saying was:
I know a lot of people prefer not to have music, but even better would be to make you aware of how nice it is to have what you want.
And as it turns out, my biggest pet peeve – and apparently I’m not the only one – is Ubers with loud music
So naturally I replied, “yes,” and gave him the biggest tip of my life before the ride was even over.
See if this helps:
Before your prospect joins you on your sales call
Consider starting the meeting off by asking them a question
That allows them to become aware
That their biggest objection to buying
Will not be present.
Mine goes something like:
Are you ok with us just working?
If you really want to buy something
I’m happy to include a link at the end of the call
Are you ok with that?
I’m here,
Kevin