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Push back
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When you're in a sales conversation, you can always push back —and do the big thinking in behalf of your customer. To help them see the bigger picture, you need to take them off the small frame. They're too close to it, and you have the advantage of distance. Try "Can I have your permission to push back on this [thing you said]?" If they say Yes, great green flag. If they say No, it might be a hint of a red flag... or for you to dig deeper into why not. Maybe all they want is something very basic, that everyone else has, and it's led by (the lowest) price. When that happens, it's great to have it at the beginning of the conversations. That way, you are in a better position to say "This doesn't quite feel like a fit. I'll pass." You don't need to serve every prospect. And that's ok. :) |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
It's going into convince mode. It's pushing your products or services down your market's throats. Trying really hard to show you're worth it. To show you're really good. To prove yourself to the world. It focuses all of your energy on you and how you can beat the competition, how to keep them from getting smart, how to get things complex. How to keep them dumb. It's all about your brand. About you. And that's pushy. And reeks of desperation. You can let that go. And focus on helping your...
Give your prospects and customers the benefit of the doubt. This doesn't mean though, that you don't call them out. It means that you take that without intention. And you be the adult in the room and ask: "Hey, it seems like [... what you think ...]. Can we talk this over?" And you'll go in with clarity. :)
Once again, Genevieve Hayes came up with a follow up to yesterday's message: The Elephant. "I think Jerry Seinfeld expressed this one best:" This is what got me to stop passing my problems forward and making them the problems of "future me". Mic drop, Genevieve.