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When you’re in a sales conversation, you can always push back —and do the big thinking in behalf of your customer. To help them see the bigger picture, you need to take them off the small frame. They’re too close to it, and you have the advantage of distance. Try “Can I have your permission to push back on this [thing you said]?“ If they say Yes, great green flag. If they say No, it might be a hint of a red flag… or for you to dig deeper into why not. Maybe all they want is something very basic, that everyone else has, and it’s led by (the lowest) price. When that happens, it’s great to have it at the beginning of the conversations. That way, you are in a better position to say “This doesn’t quite feel like a fit. I’ll pass.“ You don’t need to serve every prospect. And that’s ok. 🙂 |