For me, the joy of Christmas is all in the giving. Sure, it's nice to receive gifts. But the bursting-from-inside feeling, for me, is tied to the anticipation of others opening the gifts I've selected for them.
Occasionally, in field coaching, I see this same sense of anticipation in a seller. They've prepared something for a buyer that is exactly right. They've worked hard to make it the perfect solution, and they know the buyer will love it.
The seller’s confidence and enthusiasm in these cases is always contagious. Buyers respond, and it's not just because they love the gift. They sense that the seller has put a part of himself or herself into the giving.
By contrast, when sellers deliver generic proposals, it's the equivalent of giving a fruitcake or some other impersonal gift. Buyers sense it, and it's easier for them to say "no" to something that the seller has no enthusiasm or personal investment in.
It's almost as if sellers forget that what they have to offer is a gift, something to be treasured. Many sellers lose sight of the joy of giving and focus only on receiving. It shows to a buyer.
The next time you deliver a solution to a buyer, carry your holiday spirit with you. Make your proposal a gift that you know your buyer will be delighted to receive.
