Tom Lynch had just been turned down by a prospect after he
had proposed a solution to what he assumed was her problem. So he called me.
He learned that he needed to stop selling and first engage
her so that she feels he genuinely understands her...her issues, the importance
of them, etc.
He needs to turn off the "expert" discussions,
totally. Create dialogue that helps the prospect reveal issues they are
struggling with.
PATIENCE!! Stop
talking
Ask informed questions:
"How does family dynamics impact the success of your
business?" Use silence to encourage the other person to talk. Reflect on
what they have said..."so what I am hearing you say is..."
This causes one to feel understood! This builds trust!
Want help in breaking the habit of being the expert? Feel
free to call me [pro bono].
203.454.3502
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