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When you approach your sales conversations without trying to find a solution in the very moment, you find yourself listening to understand. To understand HOW you could help your prospect get what they want. And to KNOW what they REALLY want, you need to listen. And deactivate your solution mode. It requires you to not be the expert (in an expertise-based business, right? 🤯). It requires you to lead the conversation to help your client (and yourself) gain clarity. Blair Enns calls it the dichotomy of The Expert You vs. he Salesperson You. “Your clients expect you to guide them, to lead.“ “You think you have to pursue, to convince, to pitch. You search for scripts, hoping to learn exactly what to say.“ Maybe we could just stop convincing. Well, trying to convince, anyways. |