People Buy You

Not so long ago, I was a partner in a firm doing pretty much what I’m doing now: working with sales teams to improve performance.

I love watching people transcend beyond their limits and grow.  Beyond that though, it’s the deep relationships I build with my clients and their teams that I love the most.  Because of that, I’m able to see their view of the world which enables me to build programs that are relevant and have greater impact for them.

But a funny thing started to happen to me last year.  Client after client started to ask me if they needed to go through “the firm” to continue to work with me.  It was crazy.  I’d love to say my first reaction was joy, but it was actually confusion.  Because I thought the reason my clients worked with me was because of the model and IP.  I thought that was the value I brought.  But I was wrong.

So wrong.

Here’s what I discovered.  They were working with “the firm” in order to work with me – not the other way around!  What a revelation!

Now don’t get me wrong: I’m a strong advocate for models, IP, systems and so on.  I still believe in that model and have since developed my own.  But here’s what I discovered: they loved my passion, my honesty, my willingness to roll up my sleeves and work alongside them.  They bought me first, then what I did.

And it’s the same no matter what you’re selling: an idea, yourself at an interview, whether you’re in retail, customer service, leadership, real estate, consulting…people buy you first, then what you’re selling. 

How you show up matters.  Your intention and the language that reflects that. Sometimes the distance between where you are and what you want is language.   How you say what you say.  The intention behind the words.  Once you upgrade your language, everything else follows. 

And that can be learnt.





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