WHAT DO THEY WANT, HOW DO THEY WANT IT?
KEY TAKEAWAYS
- DISCOVER WHAT PEOPLE UNIQUELY WANT
- THE POWER OF UNEXPECTED LITTLE THINGS
- IMPROVE YOUR RELATIONSHIPS BY GIVING RIGHT
- BE THE KIND OF PERSON PEOPLE WANT TO BUY FROM
- INCREASE YOUR CLOSING RATIO AND PROFITS
- AND MUCH MORE…
ABOUT THE SEMINAR
Most salespeople and service professionals use the spray and pray approach. They conduct business in a predictable, methodical manner with every prospect or customer, treating them all pretty much the same. The fact is, everybody has a unique way in which they like to be treated, and Dr. Nate Booth shows you how to uncover what’s most important to each individual you deal with. In this basic and profound program, you’ll learn the importance of discovering what people want, and exactly how they want it. Not only does he apply it to sales and service, he also shows its tremendous value in relationships, both business and personal. In this day and age, where relationships are King, and customer service is Queen, nothing short of the royal treatment will do.
For over thirty years, speaker, author and corporate consultant, Dr. Nate Booth has successfully coached hundreds of thousands of people in the art of thriving in times of rapid change.
Dr. Booth received his DDS degree from the University of Nebraska in 1971. In 1983, he earned a Master’s Degree in counseling from the same university.
Nate worked closely with Anthony Robbins in the development and delivery of corporate training programs for over ten years. Dr. Booth has presented more than 2,000 seminars, workshops and training programs to corporations and associations around the world, including Arthur Andersen, AT&T, Century 21, Eastman Kodak, Honeywell, IBM, Inc. Magazine, Kraft Foods, MCI, Marriott, Midwest Gas Association, Mobil Oil, NASA, National Auto Dealers Association, Norwest Bank, Prudential Insurance, Sanyo, Saturn Corporation, and Specialty Advertising Association.
Dr. Booth is the author of the books, Thriving on Change: The Art of Using Change to Your Advantage and The Diamond Touch: How to Get What You Want by Giving Others What They Uniquely Desire. He is the creator to the Nightingale-Conant audiotape program.
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>How many salespeople do we have in the room here? Can I see a show of hands. Does everybody want to be sold differently? You bet they do. Well, what do most salespeople do? They take what I call the “spray and pray” approach to sales; you know what I mean? They pretty much do the same presentation for everybody, and you will hit the people, but your impact is lessened. What we’re going to be talking about is finding out how are people wired up. Incidentally, the things that we’re going to be talking about today; most of my examples will be in the business context, but does this same information work in any personal relationship? You bet it does. You need to find out what the people want and how do they want it. We’re going to be talking about what I call The Diamond Rule, which is uniquely discover people’s desires, and then give it to them, if possible, with your product services and ideas. Incidentally, can you always give them what they want and how they want it? No. But when do you want to find that out, early or late? Early. When do we usually find it out? Late. Too late. In fact, what has happened? There’s been an upset, hasn’t there, because you’re playing the same game with two different sets of rules. See you’ve got to be good with getting people into an emotional state, you become connecting to it, and their liking, trust, and rapport is there, that connection is there; they feel that you really care about them. You suggest something, what do they say a lot? They’ll just say yes, and you don’t have to push people. If you’re pushing people – what happens when you push people, by the way? They’re going to do one of three things: 1. They might what – push back. You’ve been in that situation. maybe subtle or not so subtle ways. 2. Other people, when they feel pressure like they’re feeling pushed what would they do? Put a wall around them. Exactly right. They’ll shut down and you just can’t get any information from there. Other people when you start pushing them, they will, fall over, and you can push them right out the door either literally or figuratively. Absolutely! So you don’t want to push people, and that’s the power, and I think that’s the value of what we’re talking about today. You’re not pushing people. You’re a psychologist, you’re discovering people; what do they want and how do they want it. Then if you can give it to them with your product, service, or idea – if you’re a leader – now you have a connection. Now people will want to do things. If you haven’t done your job upfront, none of this is going to happen. So they develop rapport . They put people in the state. You get connected with that. So understanding, number one, when it comes to