Is this you…
The moment you sense you have met someone you can help, your instinct is to reach out and show them you know a proven way to solve their problems.
No doubt you are doing this with complete authenticity.
The challenge is this breaks the necessary pattern your potential customer needs to trust you first.
Why?
Because your prospect isn’t yet looking for the solution.
Their first concern is to find someone who truly understands them and their needs.
You’ve heard it before…
Your customer doesn’t care how much you know until they know how much you care.
In any sales situation, there is a natural tension between the buyer and the salesperson.
No prospect wants to be confronted by someone who arrogantly assumes they know what’s best and then just rattles off all the features and benefits of their products and services.
Your prospect wants you to allow them to buy, not be sold to.
Before you present your solution, you must develop a deep level of understanding and empathy with them around their situation.
This will give them the feeling that you are the one they need to work with.
They have to buy YOU before they buy your solution.
The mistake many consultants, entrepreneurs, and business owners make is they assume the solution is enough to move their prospect forward.
But it’s not.
Because in the back of their mind, their inner voice is nagging away, asking themselves…
“Do I trust her?”
“Do I really trust her?”
So, back up a few steps.
Establish Trust
Work on building trust first.
Trust is the ultimate distinction.
When you start a conversation with a prospect, try saying…
“Can you tell me a little bit about your situation, your background, and the challenges you have around ………………..”
This way your conversation puts the spotlight on them and their issues.
It invites them to open up and share with you what their truth is about the problems that can be solved with your product and/or service offering.
Do not be tempted to talk about your story, or you, or all of a sudden, they will feel ignored.
And once you have gained their trust, make sure the story you share about the solution/s your product or service provides is relevant, and that it’s something they are sure to resonate with.
If you found this article interesting, here’s another you might like to check out: TALK LESS AND CLOSE MORE SALES