good morning believe nation today’s
message is put yourself in their shoes
over to you Madeleine Albright awake
mode nespresso GV go you often negotiate
with people that you don’t like or you
disagree with I do think no matter whom
with whom you’re negotiating you do have
to put yourself into their shoes and try
to figure out what it is they want out
of the meeting as much as what you want
out of the meeting I think you have to
establish a relationship and try to have
just kind of normal conversation but
ultimately you are there for a reason so
you have to state what it is that you
need out of the meeting I used to say I
have come a long way so I must be frank
but I do think that it’s that
combination of trying to figure out what
the other person needs and then being
very clear about what you have to
achieve in the meeting I often get asked
by entrepreneurs how do i convince
something to buy from me right how do I
convince that prospect that I’m the best
person to go with and the answer is you
don’t try to convince them you use your
ears to listen to them to understand
what their challenges are to put
yourself in their shoes and then see if
you’re the best fit for them and I want
to share a quick story I just came back
from Microsoft not too long ago and so
Microsoft is a client of mine now and I
use a lot of Microsoft products I use
the entire office suite you know I can’t
live without word and excel and
powerpoint and I you skype a lot every
day i use skype and it’s my main phone
line it’s a lot of office products that
i don’t use I use a lot of office
competitors you know I use Evernote
instead of one note i use gmail instead
of outlook I use Dropbox instead of one
drive I use a lot of competing products
so when I went to Microsoft to visit
their head office I was really
interested in intrigued to learn hmm
maybe I should be using these other
products as well does it fit my business
or not because i’m not going to
recommend to you guys to go use a
product that i am not using and getting
a lot of value from and that was one of
my main
wasn’t going there to understand can
these other products help me in my
business and can they potentially help
you and your business because I’d love
to share that so I want to tell the
story of three different sales people
that I met there the first person took
the approach of I’m going to convince
you that Microsoft is the best i have
such passion for Microsoft and I’m
convinced that we’re the best in
everything and I’m going to convince you
by the end of this conversation with you
you’re going to be convinced that
Microsoft is the best for everything and
right away just think about that
attitude right what’s your immediate
reaction immediately you’re thinking
well that’s BS you have your defense
metrics up right now I’m now I’m worried
about what’s gonna happen because I feel
like this person doesn’t understand me
and I still listen I still talk to her I
was still trying to get information out
but everything she said I took with a
grain of salt because she made very
clear where her intentions were up front
and now I’m left if your goat for myself
is this gonna be a good solution for me
or not where the next two guys that I
meant took an opposite approach one guy
was focused on Hardware Microsoft phones
and technology and the other guy was
focused on their online tools and both
of them started the conversation with
listen I don’t know if Microsoft is
going to be a fit for you but I love to
learn a little bit more about your
business and learn about the problems
that you’re facing and see if we might
be able to help right away I’m feeling a
lot more safe and secure I’m feeling
that my guards are let down more and
that’s what I wanted I want an open
conversation be able to explain what I’m
going through what i’m using now and can
you help me can you be the solution for
me and so I think too many entrepreneurs
take that first approach the approach of
that first that first lady were like I
am so convinced that you need to buy my
product without ever even listening to
your customers to understand what their
needs are and if you can be like the
other two guys the people who are using
their ears who are trying to understand
your challenges who might be willing to
say listen I don’t think Microsoft is a
fit for you this time around the next
time I have a problem the next time I
have a question about a Microsoft
product something that I think hey maybe
this will fit for my business who do you
think I’m going to go back to the answer
is obvious it’s going to be one of the
two guys who I feel like actually
listened and cared about my business not
the one who’s just trying to sell me
stuff so any time you want somebody to
take an action whether it’s your
business partner whether it’s a customer
whether it’s an investor whether it’s
the media try first to put yourself in
their shoes have some empathy have some
understanding because the more you can
do that the more you can understand what
they’re after the better you can
position your product your company your
servers and the better you can help them
get the objective thereafter so the
question of the day today is I’d love to
know when the last time you put yourself
in somebody else’s shoes was tell me the
story leave in the comments below I’m
really curious to find out thank you so
much for watching have an amazing day
continue to believe and i’ll see you
again tomorrow morning for another shot
events wrestling this race okie beagle
message is put yourself in their shoes
over to you Madeleine Albright awake
mode nespresso GV go you often negotiate
with people that you don’t like or you
disagree with I do think no matter whom
with whom you’re negotiating you do have
to put yourself into their shoes and try
to figure out what it is they want out
of the meeting as much as what you want
out of the meeting I think you have to
establish a relationship and try to have
just kind of normal conversation but
ultimately you are there for a reason so
you have to state what it is that you
need out of the meeting I used to say I
have come a long way so I must be frank
but I do think that it’s that
combination of trying to figure out what
the other person needs and then being
very clear about what you have to
achieve in the meeting I often get asked
by entrepreneurs how do i convince
something to buy from me right how do I
convince that prospect that I’m the best
person to go with and the answer is you
don’t try to convince them you use your
ears to listen to them to understand
what their challenges are to put
yourself in their shoes and then see if
you’re the best fit for them and I want
to share a quick story I just came back
from Microsoft not too long ago and so
Microsoft is a client of mine now and I
use a lot of Microsoft products I use
the entire office suite you know I can’t
live without word and excel and
powerpoint and I you skype a lot every
day i use skype and it’s my main phone
line it’s a lot of office products that
i don’t use I use a lot of office
competitors you know I use Evernote
instead of one note i use gmail instead
of outlook I use Dropbox instead of one
drive I use a lot of competing products
so when I went to Microsoft to visit
their head office I was really
interested in intrigued to learn hmm
maybe I should be using these other
products as well does it fit my business
or not because i’m not going to
recommend to you guys to go use a
product that i am not using and getting
a lot of value from and that was one of
my main
wasn’t going there to understand can
these other products help me in my
business and can they potentially help
you and your business because I’d love
to share that so I want to tell the
story of three different sales people
that I met there the first person took
the approach of I’m going to convince
you that Microsoft is the best i have
such passion for Microsoft and I’m
convinced that we’re the best in
everything and I’m going to convince you
by the end of this conversation with you
you’re going to be convinced that
Microsoft is the best for everything and
right away just think about that
attitude right what’s your immediate
reaction immediately you’re thinking
well that’s BS you have your defense
metrics up right now I’m now I’m worried
about what’s gonna happen because I feel
like this person doesn’t understand me
and I still listen I still talk to her I
was still trying to get information out
but everything she said I took with a
grain of salt because she made very
clear where her intentions were up front
and now I’m left if your goat for myself
is this gonna be a good solution for me
or not where the next two guys that I
meant took an opposite approach one guy
was focused on Hardware Microsoft phones
and technology and the other guy was
focused on their online tools and both
of them started the conversation with
listen I don’t know if Microsoft is
going to be a fit for you but I love to
learn a little bit more about your
business and learn about the problems
that you’re facing and see if we might
be able to help right away I’m feeling a
lot more safe and secure I’m feeling
that my guards are let down more and
that’s what I wanted I want an open
conversation be able to explain what I’m
going through what i’m using now and can
you help me can you be the solution for
me and so I think too many entrepreneurs
take that first approach the approach of
that first that first lady were like I
am so convinced that you need to buy my
product without ever even listening to
your customers to understand what their
needs are and if you can be like the
other two guys the people who are using
their ears who are trying to understand
your challenges who might be willing to
say listen I don’t think Microsoft is a
fit for you this time around the next
time I have a problem the next time I
have a question about a Microsoft
product something that I think hey maybe
this will fit for my business who do you
think I’m going to go back to the answer
is obvious it’s going to be one of the
two guys who I feel like actually
listened and cared about my business not
the one who’s just trying to sell me
stuff so any time you want somebody to
take an action whether it’s your
business partner whether it’s a customer
whether it’s an investor whether it’s
the media try first to put yourself in
their shoes have some empathy have some
understanding because the more you can
do that the more you can understand what
they’re after the better you can
position your product your company your
servers and the better you can help them
get the objective thereafter so the
question of the day today is I’d love to
know when the last time you put yourself
in somebody else’s shoes was tell me the
story leave in the comments below I’m
really curious to find out thank you so
much for watching have an amazing day
continue to believe and i’ll see you
again tomorrow morning for another shot
events wrestling this race okie beagle
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