Getting Your Measure

"I’m no get-the-measure guru, but I can get the measure of whether someone has a strong work ethic and the drive to succeed. I back people, rather than companies. The people are more important than the product."

The lens of former England cricket captain turned pundit, Michael Vaughan. As part of a Q&A in the broadsheet for whom he writes a column. In relation to how he now invests in his preferred field of wellness startups.

A broader context being he finds business tougher than elite sport. Given he had a natural gift for batting he could hone it through hard work and commitment. Yet in commerce, there are so many external factors that can scupper you no matter your talent.

There's something in this with how our prospects judge us. And it can definitely led to them choosing to buy from us.

Who wants to buy from someone they perceive as tardy, sloppy or aloof?

One pillar of my selling has always been people buy from you first, your company second, and your product last.

All too often salesperson place these in reverse order. The wrong order.

These days, you can shine compared to alternatives perhaps easier than before.

Recently, I spent extra time in the evening following an after-hours meeting crafting a two-page graphic sent before next morning encapsulating a problem and solution. The prospect was keen to tell me upon receiving it that they "felt listened to".

Try getting that from an email 'auto-fill' response.

Work ethic and drive will seep through from how you interact.

Buyers love motion. How you are genuinely trying to make their lot better will blossom. Focusing on that which they wish to improve will be your hallmark. It is how you do this beyond what they are used to or getting elsewhere which can gain you the contented customer.

You are certainly more important than the 'product'. Make sure 'you' are someone that can be happily bought into.