In his great essay, Self-Reliance, Ralph Waldo Emerson wrote “My giant goes with me wherever I go.”
We all have giants that tail behind us.
Emerson was referring to our giants as the embodiment of our self-doubts, insecurities, timidity and weaknesses. Our giants represent the sum of our vulnerabilities.
We feel the burden of these vulnerabilities. We think they limit our ability to connect and engage with the world around us. Including our buyers.
However, the opposite is true. After all, what do all humans have in common? A giant.
As sellers, you’re taught to hide your giant. To put on an act and suppress these feelings.
But, what if your giant represented the very things that enabled you to easily connect with another human being?
When you meet a new prospect, one of the first things you try to do is identify a shared interest as an initial connection point on which to build a relationship.
How do you do that? Think giant.
Your prospect may be excited about the changes entailed with making a purchase decision. But, the excitement is always accompanied by doubts and insecurity.
There are risks associated with the decision.’What happens to me if I make the wrong choice?’
There’s a fear of change and its impact. ‘How will the outcomes of this decision impact me and my job?’
If you were in the buyer’s shoes. you’d feel as vulnerable as s/he does.
That’s the bond you share. That’s where the connection begins.
Embrace your giant. Be vulnerable.
“Mr Prospect, I understand how scary change can be. At my company we went through a re-org last year. And I was a nervous wreck until it was done. Has that ever that happened to you?”
This is how connection and trust begin.
P.S. Emerson penned the Concord Hymn in which he coined the unforgettable phrase “the shot heard round the world.” Click the link to read it.