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There’s a principle introduced by Blair Enns on how to approach sales: Replacing presentations with conversations. It states that instead of going into convince-solution-presentation-mode, where you do all the talking so that you get buy-in from your prospect, you go into a conversation. Trying to find a fit between their situation and how/if you could help. If there is a financial fit (can they afford you?). Going into this mode changes the dynamics of the sale. Makes your prospect go into listening and talking mode. They don’t get defensive expecting you to sneak in some sort of pushy sale. Shifts the conversation about what they want on a high-level picture. Turns the conversation about them. And who doesn’t love talking about what’s their ideal situation? Lets you see the critical points where you could help them out. And that’s where the value is. In stopping you trying to sell, to you helping them buy. |