Imagine a sales conversation where, instead of feeling the intense pressure to perfectly explain why you’re the best fit for the potential client, the prospect explains it for you…
This week, I’m sharing one little tweak that could make all the difference in your next sales conversation: Ask for feedback!
What do I mean by that? Working with sellers and entrepreneurs, I notice that they all tend to fall into the same trap: Sometime during the sales conversation, usually right before they ask for the sale, they launch into why their products and services are the best match for the prospective client.
What if, rather than telling the prospective client why she should work with you, you got her to tell you instead!
As humans, we are much more apt to follow through when we’re motivated and excited to do so — and this usually happens when we’ve made a discovery on our own. Allow the prospect to connect the dots and come to the conclusion that she needs what you’re offering (without your help). If you can do this, you’ll be much closer to a close.
Your Challenge This Week:
Step 1: During your next sales conversation, resist the urge to summarize why you think you’re the best fit for the client. Instead, ask the prospective client this question: “Given all we’ve discussed, how do you think working with me might help you?” Of course, replace “working with me” with what works for your product or service.
Step 2: Zip your lips! This part is really important — the prospective client might pause while she considers your question, and that’s okay. Sometimes uncomfortable silences are powerful moments that allow the client to connect the dots.
Engaging in the act of asking for feedback for will create two powerful outcomes:
- Rather than telling the prospective client why your product or service is a good fit for her, she is empowered to articulate the benefits herself — and, as we know, when something is our idea, we’re much more likely to follow through!
- If the prospective client cannot articulate how working with you will help her, then you have either not done a great job showing her the benefits, or she’s not a great fit for you — either way, incredibly useful information.
Now, I want to hear from you!
I invite you to leave a comment below about this challenge. Give it a shot and share your results.