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You Become Your Customers [As a Salesperson]

You become your customers, so beware!

Most people starting a business have an "I'll take what's available" mindset. They got this from job hunting, and the problem with it is that they're choosing their opportunities from the things they can currently see.

Now we've discussed how critical your Reticular Activating System is when it comes to filtering all that data out there down to the survival-relevant few. That better level of customer is standing right there next to you, but you can't see them because your RAS blocked them out!

The same thing happens with salespeople. They land the new job, settle into their role, and get told by the old hands, "Here's our target market."

After all, it has always been so.

open sign, open for business, choose your customers, sales tactics, positioning, target market, define target market

Photo by Amina Filkins from Pexels

Now if you're an operational excellence guy like me, those are trigger words. Any time I hear, "But we've always done it this way," I get curious. "Oh? According to whom? For how long? Why?"

But especially if you are a business owner, and a new business owner, realize that you have far more control over your target market than you may have realized.

Most people abdicate this responsibility.

They go out into the market and take what comes.

How You Become Your Customers

Price level? We've discussed this for years, how people make up a number that fits their money tolerance.

The size of their standard customer's business? Whatever they encountered first and got accustomed to. Now it's ingrained and "obvious".

How those buyers pay? Are they always 30 days late from the invoice?

And here's the serious problem.

You accept this.

Whatever they give you, you take.

Their behavior alters your behavior.

After awhile, you've forgotten any of this is in your control. It just "is".

They pay 30 days late? Well, now you pay 30 days late. That's just how it is.

You become your customers.

So choose wisely.

Don't take surface appearance's word for it.

Dig.

Get to know your marketplace.

Look for niches, levels, types of customers that aren't readily apparent.

Look for bundling opportunities of products or services, ways to add value, how you can really impress your ideal customer.

Don't simply accept the first thing you run into out there.

You have far more control over your target market choice than you think.

What would happen if you made a list of the desired qualities of your ideal customer... and then instructed your RAS to start filtering for that?

>> Jason Kanigan is a business development and conversion expert. Want Jason's help in defining your realistic, ideal target market? Book a consultation <<

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Jason Kanigan and Matthew North Sales Interview

Jason Kanigan and Matthew North have both been sales pros and trainers for years. Both have Amazon/Kindle books on the topic. And now, they've met for an in-depth discussion of sales approaches, success in sales, sales mindset, and more.

Join us for a truly transformative talk on how sales can be totally different for you and your prospect from the "Herb Tarlek from WKRP In Cincinnati" pushy, false enthusiasm-filled, say-anything-to-get-the-order beliefs and experience you likely had installed about selling as a kid.

Selling does not have to be pushy. Selling does not have to be about you. And selling does not have to be about trying to wrestle the prospect to the ground until they say "Uncle!" and buy.

Jason Kanigan and Matthew North Sales Interview

Jason Kanigan and Matthew North share their views on selling right here:

Jason Kanigan & Matthew North Sales Interview from Matthew North on Vimeo.

If you want to learn how to "be and do" sales differently, then listen up.

We discuss the subject of Authenticity at length in this interview. And ultimately there's nothing more important than your authenticity. Being it, expressing it, living it.

Jason Kanigan and Matthew North On Authenticity In Selling

If you're constantly trying to reshape yourself to please others in the hopes they'll buy, you aren't being authentic...and you won't be having genuine conversations with them. You won't be able to take the risks you must to get to the truth of things.

Selling can be about matching up problems with solutions.

Selling can be about listening rather than talking.

Selling can be about creating value wherever you go, rather than talking everyone you can into being a buyer and then dealing with highly uncomfortable buyer's remorse later on—or the Client From Hell, which is even worse.

Jason Kanigan and Matthew North Interview

 

>> Jason Kanigan is a business strategy and conversion expert with many years of sales training experience. To discuss your concerns about your sales team or your own sales skills, book a call with Jason here. <<

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Jason Kanigan Interviewed by Dr. Kimberly McGeorge

Jason Kanigan interviewed by Dr. Kimberly McGeorge:

The host of Secret To Everything interviews business strategist and conversion expert Jason Kanigan in this in-depth discussion on success mindset and leveling up in business. If you're frustrated with your results and feeling stuck with where you're at, this video of Jason Kanigan interviewed on mindset will definitely help you.

 

Jason Kanigan Interviewed On Success Mindset and Leveling Up In Business

In this success mindset interview, we get into details on:

  • how Jason landed (and you could land) a management role at a young age (Plant Manager at 25), despite naysayers' limiting belief that you had to "Pay your dues"
  • the critical element of self-confidence and its importance in your ability to take action
  • why you'll do nothing, even if you have the technical knowledge, if you don't believe in yourself
  • the key to being vulnerable and open to feedback on your weaknesses to power into growth
  • how a small number of decisions result in the majority of the daily reality you experience—and that a few changes could result in a huge and fast change in your life
  • the importance of knowing your "Golden Hours" to enhance and maximize your productivity and creativity
  • some widespread and impactful limiting beliefs that you might be unconsciously affected by, and what you can do about them.

We even get into The Sharks of Shark Tank and commonalities of their personalities leading to their success!

secret to everything show jason kanigan interviewed by dr. kimberly mcgeorge

Join us to learn about success mindset, personal power, and the difference between where you are now and where you want to be.

>> Jason Kanigan is ready to help you discard unhelpful limiting beliefs that have been holding you back, and get into the mindset of success. Book a call with Jason right here to discuss your situation and start moving into a new reality. <<