Being a busy mom of 3 active teenagers and a supportive wife of an entrepreneur while building my own business doesn’t leave much time for watching television.
Every year, over Christmas break, my husband and I pick a TV series to binge on while we have time to slow down and enjoy time with family.
This past holiday season, we chose HBO’s Game of Thrones (GOT). It’s a graphically violent show that I threatened to stop watching many times, but I just couldn’t break free from the drama and life lessons that are depicted on screen in almost every episode.
GOT is set in medieval times, and although today we no longer duel with swords, we still grapple with the duality of human nature that the GOT plot reveals so masterfully.
Still today, like in medieval times, people fight for power, people have ulterior motives, and people use influence to get what they want. As a solopreneur, we want to influence sales (in a non-sleazy, non-pushy way, of course!) and understanding human nature better will help us to communicate, connect, and close sales with our clients better, which leads to the happy client/happy solopreneur relationship we all desire.
In GOT Season 5, one of the characters called “Little Finger” demonstrated perfectly how people are more moved to action by the destination (the benefits you provide), rather than the transportation (your method or process). Here’s what happened:
Little Finger wants to Lady Sansa to marry the son of a man who killed her brother. Sansa has already suffered through the deaths of her parents at the hand of a rival ruler, so she was vehemently opposed to the marriage proposition and declared she would rather die instead. She tells Little Finger that she will not allow him to force her into marrying her enemy.
This is a heavily abbreviated and paraphrased version of Little Finger’s influential sales conversation that moved Sansa to action:
“I won’t make you do anything you don’t want to do. Say the word and we’ll leave.” – Prospects must know they are in 100% control of their decision.
“You’ve been running all your life and you sit alone in a dark room and weep.” – Prospects must know that you understand what they are going through.
“You’ve been a bystander to tragedy all your life. Stop being a bystander.” – Clearly articulate the prospect’s problem for which you have a solution.
“There is no justice in the world, not unless we make it. You loved your family. Avenge them.” – Clearly highlight the benefits of your solution, before going deep into detail about your process. Up until this point Sansa has been a victim of her circumstances. The offer has now been framed in a way that gives her the power to redeem honor for herself and her family. (Remember 80% destination, 20% transportation.)
After hearing Little Finger’s persuasive words, Lady Sansa makes the decision to jump on her horse and lead Little Finger and their traveling companions toward the castle to meet her hand-picked (and CRAZY!) husband.
Let me tell you something: There is nothing like the feeling of being in complete and total control of your life. That’s exactly why I believe EVERY WOMAN SHOULD HAVE A MONEY-MAKING BUSINESS.
Learning how to confidently and comfortably have effective sales conversations is a key component to having a money-making business.
In the comments below, tell me what YOU think are the key components to a money-making business.
That’s it for today my friend! Until next week…
Always My Best,