Back in the 90’s there was a bit on Saturday Night Live called Wayne’s World with Mike Myers (Wayne Campbell) and Dana Carvey (Garth Algar). One of the often used phrases was “We’re not worthy”.  So, where’s this going?

When you meet a prospect for the first time, are you thinking, “I’m not worthy”? Or, do you walk in with the attitude of, “I’m here to help you solve your problems and meet your goals”? This isn’t arrogance, this is professionalism.

If you don’t think of yourself as a peer of your prospect, it is unlikely you will leave having met your objectives. You will not ask penetrating questions, you’ll be afraid offending the prospect and leave with more questions than answers. 

Keep in mind your job is to offer value. You know more about your product/services than your prospect does. You’ve been trained and have experience they do not have.  You’re not in this profession to “sell” products/services. You’re here to offer value through the results you can generate.

It’s the difference between being a vendor and being a valued resource. Vendors sell hot dogs on the street corner. Valued resources provide solutions, answers, results and advice. If you don’t grasp that concept, then you’re just another seller darkening their door, not a professional.

Let’s take this a step further. When making those first joint calls with salespeople I coach I sometimes hear as we are leaving, “thank you for taking the time to see me today, I really appreciate it”.  Read the paragraph above one more time. If you are doing your job, the prospect should be thanking you. Your response should be more along the lines of, “I thought this was a great first meeting. We’ve established next steps and I will get back to you on the date promised.” 

Give it some thought.  It’s about attitude and frame of mind.