You’ve been advised your entire life that being good is a advantage.
In gross sales, it’s quietly killing your outcomes, and extra importantly, it’s failing the very individuals who want what you’ve.
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This isn’t about being imply, aggressive, or pushy. None of that works both. That is about one thing Ray Higdon calls the hidden price of niceness: the wave of individuals you permit behind who wished to vary their life however didn’t, since you didn’t care sufficient to guide them there.
N.I.C.E. Stands for Nothing Inside Me Cares Sufficient
Right here’s the reframe that hits laborious.
N.I.C.E. = Nothing Inside Me Cares Sufficient.
When a prospect says “I don’t suppose it’s a match for me” and also you reply with “Okay, let me know if that ever adjustments,” you didn’t defend the connection. You deserted them.
That’s not kindness. That’s the absence of management.
The one who stays completely “good” in gross sales, who by no means upgrades their expertise however stays “genuine,” solely cares about how they give the impression of being. Not about outcomes. Not concerning the folks they’re speaking to.
Posture Verify: Being good feels protected. However protected doesn’t change lives. The one who wanted your product walked away unchanged since you wouldn’t lead the dialog.
The “Simply Be Genuine” Fantasy
You’ve seen the influencers. “You don’t want scripts. Simply be genuine.”
Right here’s what that recommendation truly produces: most individuals are authentically horrible at gross sales. Authentically unhealthy at closing. Authentically unprepared for the psychology of an actual dialog.
Ray’s counter is easy: when did studying develop into inauthentic?
He sucked at gross sales. He sucked at video. He sucked at public talking. However he labored on it. Authentically eager to progress is what constructed every thing.
There’s nothing inauthentic about getting higher. Abilities are actual. Studying is actual. Enchancment is actual.
Amateurs follow till they get it proper. Professionals follow till they’ll’t get it flawed.
Ray was employed to spend two hours reviewing gross sales conversations for a workforce in Orlando. He had by no means seen these conversations. He had by no means bought their product. He didn’t want to arrange as a result of he is ready. Hundreds of reps of the identical ideas, utilized in each context, till you can not get it flawed.
That’s what ability growth truly appears to be like like.
Daring, Brave, Courageous: The Actual Various to Good
The choice to good isn’t aggressive. It isn’t pushy. It isn’t imply.
It’s daring. It’s brave. It’s having the conviction to ask questions that assist somebody see they should do one thing about their life.
Right here’s the mathematics Ray lays out plainly:
Daring questions + real perception in your product = transformation.
The general public you didn’t shut truly wished to vary their life. One thing wasn’t stated. A query wasn’t requested. And the consequence? You didn’t get the fee. They didn’t get the transformation.
Being good harm you. But it surely harm them extra.
Posture Verify: There are folks on their arms and knees praying for what you’ve. Extra folks exist with issues and no options than with options. You have got an answer. You have got an obligation to face for his or her transformation, not your consolation.
Scripts aren’t about studying from a card. They’re a baseline framework for main a dialog, for realizing tips on how to reply, for being geared up when somebody must be led someplace higher than the place they’re now. Use them to construct the muscle. Observe till you may’t get it flawed.
The Posture Verify
Gross sales is gorgeous whenever you strip away the chasing, the begging, the pushiness. None of that works anyway.
What works is caring sufficient to ask laborious questions. What works is believing so deeply in what you signify that you simply can’t in good conscience let somebody stroll away with out a actual dialog.
You have got a accountability. When you’ve been given the chance to be in gross sales, you’ve an obligation to face for others. Stand for transformation. Stand for the testimonials that can come out of your efforts. Cease listening to the folks telling you to not be taught scripts, to not be taught phrase tracks, to not enhance. All of that’s harming you.
The individuals who want you might be on the market proper now. They simply want you to care sufficient to guide.
Able to Cease Being “Good” and Begin Closing?
If you wish to develop the posture, persuasion, and shutting expertise that truly transfer folks ahead, Ray’s 90-minute coaching is the place to begin. Watch Posture, Persuasion & Closing the Sale at no cost and construct the framework that replaces niceness with actual management in each gross sales dialog.