Picture yourself walking into a large group of business owners to network. Not all groups are like this, but I envision driving down a busy street and seeing the eleventy-billion ads along each side. “Buy me”, “Have I got a deal for you”, “This is the best___ on the market” and you are one of them.
Here is a hot tip: People do not want or need your product.
This week we celebrate Martin Luther King, Jr Day. “ I have a dream…” Nothing stopped him from pursuing his dream. It even lived on after he was shot. This is what you look for in a network meeting or sales conversation. What is their dream?
Everyone has wishes and dreams for themselves. Your job is to give them an experience of you that triggers their experience of having that dream realized. Then they want what you have. They will buy your product because of the experience of you that they have. They are buying you.
So stop talking about how great your product is and what the benefits are. Start asking questions to uncover their dream. Ask them what they have done so far to actualize their dream. What will unfold is where you and your product can assist them to make their dream a reality. It’s all about them. You are just a conduit to connect them to the possibility of achieving their dream.
Use this check in list while in a sales situation:
Who is doing most of the talking?
Are you asking questions or giving information
Is the person curious or are their eyes glossed over.
Are you discussing your product or them?
If any answer is about you vs them, STOP! Change the conversation to be about them. Keep getting curious about them. You cannot say the wrong thing to the right person and you cannot say the right thing to the wrong person, so just be curious and present you. That’s what they will buy.
Kristy is a Personal Evolution Coach with nearly three decades of helping others achieve their highest goals. Being able to bring clarity to any situation will ultimately resolve that situation and leave each party with a feeling of worthiness, fulfillment and gratitude.