PROSPECT POSSIBILITIES.
Selling is emotional. What’s more emotional than dreams? How can you help–through your service/product–create future possibilities for your prospect? Don’t laugh so quickly. If you sell a solution, then you solve problems. And if you solve problems, you advance your client to a new future. Shouldn’t you know what that might be?
Not sure where I heard that first, but it makes sense in sales.
Rather than playing the game of ‘impressing’ the prospect (which we all do, albeit unintentionally), why don’t you be insignificant. Let their pains and dreams take center stage, instead of yours.
It just might be that they develop so much rapport with you from being heard, they actually buy something.
Set the goal and work backwards. Ask the question:
- What will have to happen for me to accomplish that?
- Or, you can do what others do… “what are the roadblocks?”
That list of roadblocks evolves into your ‘strategy’.
Have a system for fleshing out ideas. Great ideas, if not written down, disappear. Make it a habit to acknowledge your ideas by giving them the respect of writing them out. Great authors will tell you that the ‘very act of writing about something makes it more real.’ So give your mind some respect and flesh through some of your ideas.
Role model…be careful before you pick one. We get the request often to ‘create a mentoring program.’ It all sounds good in theory. But there are many things you have to look at before you select one. Unconditional interest’ in your success is one. They can’t care about you more than you care about yourself, but they have to have some kind of interest in your outcomes.