Enable Sound Decisions
Decision Makers like Red AND Blue pills.
In the movie “The Matrix”, Morpheus meets Neo. This is a long awaited meeting for both of our heroes. Morpheus explains briefly the Matrix to Neo and then gives Neo an invitation to decide, what we in sales might refer to as a “call to action”.
Morpheus holds out two pills, one in each hand. He tells Neo: “you take the blue pill and the story ends. You wake up in your bed and believe whatever you want to believe. You take the Red pill, you stay in wonderland and I show you just how deep the rabbit hole goes.”
Neo leans forward to make his choice. Morpheus say’s “remember, I’m only offering the truth”
Neo takes the Red pill.
What a powerful and simple example of giving a REAL choice. We all know that Morpheus wants Neo to take the Red pill and yet he doesn’t push it. He gives a candid description of both options. This enables a real choice. Neo doesn’t feel forced or threatened or as if he’s being “sold”. This allows him to think and not react had Morpheus tried to force or manipulate him. I love it!
When Buyers have real choices (as opposed to forced ones), it allows them to make real decisions. It demonstrates confidence in products and services and, in my experience, they buy more/we sell more.
Years ago I worked as a college recruiter. My boss and first professional sales mentor was a stickler for NOT accepting applications from students that were not a fit. I remember several times helping students, that were on the fence, to discover what they really wanted. Some of these students decided to go somewhere else.
I also remember several times wondering if I would still make my numbers. Over the years that I worked for the college I had many new students come to the school that insisted they speak with me. These were referrals, and many were from students that I helped to go to another school (often younger siblings).
Now please don’t misunderstand me here. I’m not telling you to turn down sales. If your products and services add value to your clients, you have every right to invite them to buy. I am saying that giving our clients real choices enables solid decisions and builds trust.
Give your client the option to say yes or no. Remove the risks and watch how they respond. When you sense they’re hesitant to engage is a discussion, make it safe and often, they will engage.
The Buyer’s Decision Cycle starts with “Look” precisely for this reason: It’s safe. An invitation to “Look” is a “Blue Pill” in itself. Many Buyers have conditioned responses when they feel unsafe. Blue Pills remove the triggers that launch these protective measures.
Like everything, this requires some practice. Good luck and let’s make something great happen in this incredible world of sales.
Thoughts, comments and more are welcome. Email [email protected]
