From the course: Selling with Authenticity
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Profit vs. purpose: A false dichotomy
From the course: Selling with Authenticity
Profit vs. purpose: A false dichotomy
(upbeat music) - One of the questions that we get often is, "Am I here to hit my number, "or am I here to make a difference to the client?" Is it the money, or is it the meaning? - Right, are you here for the transaction, or are you here for this larger purpose? And it's such a false dichotomy at the end of the day. - Well, and I think one of the things we want to make clear to folks is you really, in that moment, when you're in front of the customer, you can't have two conversations. - Right, you only get to pick one. - And if your conversation in your head is about, "I'm here to close the business. "I'm here to close the business," you're going to be regarded as a transactional seller, but to become a more authentic seller, one that's well received by the customer, you've got to get the conversation in your head to be about, "I am here to make a difference to this customer." And that's the conversation that will actually help you close the deal. - Right, but I feel like keeping that…
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