- April 23, 2018 -

Have you ever played the "What if?" game?

Come on...you know you have.

+ What if I'd just bought Apple stock back in 2002? (Well, a $1000 investment would now be worth more than 100 times that.)

+ What if I'd followed my gut and done "x" instead of "y"? (I'll leave that one open-ended.)

+ What if I'd decided to go to college...or decided to join the military instead?

+ What if I'd gone on to grad school?

I'd already switched my major to business, and in my senior year I took a course called Business Law.

I freaking loved it!

Read every case study in the curriculum. Read every case study remotely connected to the required ones.

When I got the test and looked at the questions, I smiled...knew every single answer.

Aced the class...my best grade in the entire four years of college.

On a lark, I took the LSAT and got accepted into the Villanova University School of Law.

...passed it up. Wanted to start making money instead of working summers to pay for three more years of grueling study.

Do I ever wish I'd become an attorney?

Hmm...

I try not to go the "What if?" route in life but when I watch TV shows like Bull...sure, I think about it.

In another lifetime, I'd have been a defense lawyer.

Interestingly enough, Cheryl had wanted to become a prosecution attorney...that would have made things interesting lol

Back when the show LA Law was popular she got one of her many speeding tickets and decided she wanted to go to court to fight it 🙂

So channeling her inner Grace Van Owen (played by Susan Dey) she walked in to a small town courtroom in heels and a pencil skirt and announced to the judge that she was prepared to defend herself.

She passed around file folders with stuff she prepared (not sure what she'd put together) and dove right into her arguments while the judge sat there open-mouthed.

She won. And I didn't have the heart to tell her it was because the police officer who issued the ticket never showed up. Lol

As a business owner...you're always on trial.

+ You're judged by your peers whether you like it or not.

+ You have to draw on logic and analytical skills when presenting a plan of action to a prospective customer.

+ You look for weaknesses in the reasoning presented by your clients if they challenge the statement of work you've put together for them.

+ You present your closing arguments every day...unless you don't want to make any money.

+ Research is a given...researching your competitors, researching your clients' competitors.

+ Perseverance, more than anything else, will make or break you as an entrepreneur.

Just like lawyers are committed to invest the time needed to achieve a successful conclusion to the case...being a successful entrepreneur requires a commitment to stay the course.

Because it is a journey from start-up to a possible acquisition.

+ You get to be a psychologist.

The psychology of selling. What makes people pull the trigger and accept your offer?

(Did you know that the character of Dr. Jason Bull is inspired by Dr. Phil McGraw?)

...and then there's that one other thing.

Jason Bull, trial consultant, is charming and kinda cocky.

And as a business owner, it never hurts to have a little swagger 🙂

If the idea of the role that psychology plays in sales intrigues you as much as it does me...Todd Gregorcic our business partner in our CyberFunnels services has written "19 Examples of Sales Psychology and Conversion Techniques."

You can download it here...no optin required.
 
Always be closing!

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