The Art of Matching Intentions

Selling is the art of attracting people that have matching intentions to yours.  It’s that simple.  On your side you have intention to help your prospect in some way.  On their side they have intention to improve their condition in some way.  They may want more profit or an easier way of doing something.  They may have a problem that has been plaguing them and they have not been able to find a vendor that provides the best solution for them.  Your mission as a Salesperson is to attract the people that have an intention to be helped.  You are looking for prospects that are looking.  Selling is not about “closing” someone or persuading them to do something your way.  It is about drawing someone to you who has an intention that is in harmony with your intention.  Traditional selling told us that we had to “convince” our prospect of the “features and benefits” of our product or service.  That is a very hard way to work and is why so many Salespeople burn out and quit the profession of selling.  If you have to show up on Monday morning to “throw mud up against the wall to see what’s going to stick” for thirty years you’re going to get discouraged.  You are not going to enjoy what you are doing and you won’t be that successful.  You can have much more fun by working with people that want to work with you.  It doesn’t have to be so hard!  When you start attracting and looking for prospects that have matching intentions the whole “game” of selling will shift for you. 

“I see myself attracting prospects to me that want my help.  I can see clearly my authentic intention to be of service and I see myself drawing to me people that have an intention that is in harmony with mine.  Selling this way is fun!”

“It is my intent to find people that want to work with me.  I intend to attract prospects that think I have a genius way to solve their problems or a way to enhance their lives.”

Excerpted from MJ’s forthcoming book “Selling From The Heart”