In General People Would Rather Think Something “didn’t work for them” Than “I was wrong.”
Let that sink in for a second, because it is a really important concept when it comes to a deeper conversation with a prospect. When you are in the midst of a one-on-one or a phone/video meeting, the best thing you can have your prospect do is share the problem they are trying to solve.
This is quite easy to do. All you have to do is ask. Realize that most people are not getting listened to very often. This is why the most effective sales people in general are excellent in listening first. They know that if the prospect has the opportunity to share deeply, that not only is the sales person learning about their pain and exactly what they would like to accomplish, but they are also building tremendous trust and rapport…what I call emotional equity. Once, this has occurred, the prospect is wide open to whatever the sales person shares with them.
I use “sales person” in this example broadly, as it covers any kind of transactional conversation.
Once Someone Knows You Fully Understand Them, They are More Likely to Believe You Can Help Them
The bottom line here is, that you do not need to be great at presenting if you are great at listening! So let’s get to the main point of today’s important message. During the prospect’s sharing, they will be telling you the things they have tried in order to solve the problem. If they aren’t doing this, then you need to be asking more questions.
Inevitably, they are going to tell you about something they tried that you know was the wrong thing to do. This is where the big frequent mistake is made. You jump in and share what you know about this wrong thing they did. And suddenly the entire nature of the conversation changes. You see, what you did unintentionally is make them wrong for doing the thing they did. It doesn’t matter that they were wrong. It matters here that you are the one that told them that this was the wrong thing to do, even if you didn’t use those words.
I understand that it felt natural, and that you are relating to them. I’m just letting you know that you have now created resistance where there was none. They are internally defending themselves. Their perspective was that their right decision at the time, didn’t work out for them!
It’s way better to sit quietly and to keep listening. Then when it is your turn to share your story, you can let them discover that they were wrong. This information is big from the perspective of having them choose your offer, but you have to know how to deliver it. In this video, I give you exactly how to help them discover their error and be more likely to work with you.
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Many Blessings, Todd Info@ToddBurrier.com or Call 443-244-2696
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