Once again, Seth Godin gets it right:
If a prospect walks into your dealership and you walk up and say, “Please pay me $200,000 right now for this Porsche,” you might close the sale. But I doubt it. More likely than not you’ve just pushed this prospect away, turned the sliver of permission you had into a wall of self-protection.
So much of traditional business is about interrupting, asking too soon, presuming a preference that isn’t there. Or isn’t there yet. So much of business could be improved by simply taking it a bit slower, building a relationship with a client, a customer, a partner.
It could even be considered an investment, if we were of the mindset to view anything other than money as investments. It could be measured, tested, proved, and improved.
Or it could just be accepted as a better way to do business.
