How trends impact their business (like consumer behavior, market condition, regulation).How they spend their time (on their people, product, and processes).How their business runs (how they make money, dive profits, and measure success). We teach that to think as an owner begins with understanding these three areas. Besides research, every meeting you have with a business owner is a way to increase your business acumen if you are actively listening and not just selling. Improving your business acumen will give you a greater chance of discovering those insights. If you're going to suggest someone change the decisions they're making about their business it’s important that you have insights they don’t know yet or are only beginning to consider. Think Like an Owner, Develop Business Acumen If your company is doing inbound marketing, you may find out when they download something from your blog or website. When prospects start to rethink things, you can often find signs from their online and social activity. In the newest Matrix Revolutions film, Neo is back in the blue pill world, but he’s put some things out, which indicates he’s not sure about what's happening - he’s questioning. However, many successful business people are open to new ideas, so your goal is to play the part of Morpheus and bring them insights that help them consider red pill decisions related to your particular product or service. The blue pill represents a sort of ignorance is bliss state of mind.īlue pill decision-makers tend to surround themselves with people who tell them what they want to hear and are probably not your best prospects. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice. The red pill is one that may prompt the prospect to make changes in their status quo. The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. At least nothing in relation to your product or service. There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe. Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.
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