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