Customers conduct a subconscious, primal evaluation beyond your pitch or process. They assess the personal void or penalty they would incur if you were no longer part of their world. This 'invisible dimension' of personal connection often determines the sale, not just your solution's features.
Many sales professionals master techniques but fail to connect deeply. When you are disconnected from your unique purpose and identity, prospects sense an absence. This lack of authentic presence, not flawed technique, is what causes them to disengage without understanding why.
Your personal struggles and victories are not just stories; they are the source of your unique ability to serve clients. By inventorying these experiences, you can identify how you've been shaped to solve specific problems for specific people in a way no one else can.