Connecting is 90 percent of making a sale

How is it that we all missed the boat all these years on what’s important? Our most basic human need is to connect with each other; to connect with our ideas and beliefs. Isn’t that something that we, in the sales profession, should strive for?

My personal story

I was never given permission to go there, to have my own identity as a sales professional, to let people into what makes me tick. No wonder I had trouble trying to get others to open up with me and share the things that make them tick. The companies I worked for hammered me with the company’s elevator pitch, the value prop, how to ROI someone to death; best case scenario was that stuff would result in a left-brain argument.

Changing the game

What if, as John says in this video, we start with the important stuff? What if we help people rediscover the power of connecting with each other and what we believe in…the 90% of what it takes to make a sale? Set aside the sales-y part of this and hear the story of a seasoned veteran looking for a better way.