MILLIONAIRE SUCCESS HABITS
product instead of focusing on what the other person or their clients really need. When “I and me” are used frequently in a boardroom, on stage, or even in a relationship, you can already tell that the speaker is destined to fail. Conversely, the people who possess quiet confidence, close deals, have great relationships and great friends, all “get it”; they get that understanding others is the key to their success. People are attracted to them because they let others feel understood rather than trying to make others under- stand them. Obviously, you need to use “I” and “me” in conversation to communicate your ideas. I use these words in this book, since it’s the only way to relate my experiences and the lessons learned. This book, though, is not about me, but surely is for you. I want you to feel understood by knowing that I’ve been where you are; that I’ve encountered and overcome the obstacles that you’re facing; and that if you learn from those experiences, you can accomplish the same great things. Here’s a simple example on feeling understood versus un- derstanding. This may help bring even more clarity to what I am expressing. If you go to a car dealership and a salesperson walks up to you and says, “I’ve been selling at this dealership for eighteen years, and I’m the best in the office. I can see you are a smart shopper and want a reliable car so this is the brand for you. And just so you know, this car gets the best mileage and has a rear camera and it sure is fast.” Is that going to make you feel understood or is that person just making a sales pitch composed of benefits and ego? He just wants you to understand how good he is and what he’s selling. That’s the type of salesman that you run away from, right? On the other hand, imagine if the car salesman came up to you and said, “So what brings you out here on a Sunday? Are you having a good weekend? So what’s your family like—how many kids do you have? What are your needs? What are your goals? What’s important to you in a car—safety, comfort, con- venience, fun?” Then he just went silent and listened. Think of the difference between these two sales techniques. The first
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