THE ONE THING THAT MADE AFFLUENT BUYERS WANT TO WORK WITH YOU. PART 2/5

they have seen it all. but they have not seen this.

Now it’s just the two of us.

See this as a private training.

I’m going to deliver this in small pieces because neither of us wants to sit through a 30-page essay. I’d rather give you one idea you can apply immediately than 10 you forget tomorrow.

Before I ever think about what I’m going to say to a buyer, I spend my time understanding what they’re already trying to accomplish. Behind every decision they’ve made is an intention. My job isn’t to replace it. My job is to recognize it.

Then I mirror back the beliefs they already have about themselves.

If they see themselves as resilient & selective, I reinforce that.

Especially with affluent buyers, industrial companies, founders and executives, these are people who’ve usually survived multiple crises already. They don’t see themselves as victims. They see themselves as people who figure things out.

That’s the identity you’re speaking to.

Now I take it one step further.

I start looking at how they’re already acquiring customers.

I’m looking everywh…