I was watching Piers Morgan interview last night with Elton John. Not one to care too much about what people think of him anymore, I was intrigued with his answer to Morgan's question - "is there anything that still gives you a thrill?"
His answer was emphatic - "whenever I play a new song for Bernie and I see the reaction on his face. I still get a real thrill from that, because I know that I've pleased him"
Most people have a psychological need for approval and a need to be liked. The problem in selling is that our need for approval can get in our way. All too often we are faced with the (subconscious) dilemma - "do I want his [prospect's] money or do I want his approval?"
Unfortunately, all too frequently we chose the wrong one.
Elton John's reply to Morgans question made me think. Perhaps what we need to instead of looking for approval from everyone we connect with, is to decide on whose approval matters to us and whose doesn't.
The approval of your close friends and family's probably should matter. A prospect's approval, often wielded as a bargaining chip (I'll give you my approval if you reduce your price), should never be sought.
Without that distinction, we can get caught up in a catch-22 situation of looking for approval wherever you can get it.
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