One thing that comes up constantly in owners, founders, soloists and —really, anyone doing sales, is looking for the sale. How to close the deal. How to “get them to yes”.
Here’s what happens.
It puts unneeded pressure on something that could happen naturally.
This is the moment selling becomes:
- All about your brand (spoiler: we don’t care [at all] about your brand. We care about our problems).
- All about presenting.
- All about convincing.
- All about the sleazy used-cars salesmen techniques we all hate.
And that’s because you’re looking for the Yes.
What if you looked for a No?
What if you give your prospects the (real) option to tell you “No. This is not for me” without feeling guilt?
What if you give yourself the option to tell them “No. This is not for you.”?
What if you give both the option to say “No. This (other option, not me) might be a better fit for you”?
What if you start from a No and build a series of points where your prospect and you see things from the same place and after working through all your No’s you’re not ready for a Yes? But for a “Hell yeah! Let’s do this!”
What if…