Quick story – I was struggling to come up with a title for this book for months. I went through several iterations, but nothing felt right.
One day I was listening to Dr. J.J. Peterson from Don Miller’s organization, Business Made Simple.
In their podcast, Peterson was describing how he helped his niece market her flowers at a yard sale. He asked her a question along the lines of, “How do you want people to feel when they buy the flowers that you’re selling in these jars?”
She said, “Joy!”
Peterson said, so you’re selling “Joy in a Jar.”
I asked myself a similar question – “How do I want people to feel after they read this book?”
I want people to “Feel Good About Selling.”
That’s how I came up with the title, and it still feels right – it still feels good.
Now – what does this have to do with sales conversations?
Ask yourself, “How do I want this person to feel after they engage with me and my services?” The answer to this question will help you refine your message, deliver consistent value, and keep you focused on what matters to your prospect.
I hope this helps.