Sunday, February 2, 2025
Let me give you a quick insight to maximize your chances of success with a prospect.
The overwhelming odds are that the buyer, who was smart enough to seek help, is not the primary problem, and definitely not in the first ten minutes. Stop assuming that the buyer must be at fault, and don’t listen to political gossip from employees you may have met.
Don’t take about your methodology, talk about the results you can create: problems solved, opportunities realized, both organizational and personal improvements.
Don’t provide “answers” and solutions. You’re not smart enough yet, you may insult the buyer by seeming to “know” the answer in five minutes to a problem they’ve tried for several months to solve, and/or the buyer may agree with your solution and decide it can be implemented without you.
So: Ask questions, build trust, identify major issues to address, achieve conceptual agreement, create a proposal. I’ve had people tell me occasionally that this can’t be accomplished in an hour. My global community would tell you otherwise, as would my history in gaining Fortune 500 clients. The key is that you meet with a buyer, not someone in HR. What this objection does prove, however, is that THE OTHER PERSON CAN’T DO IT IN AN HOUR and doesn’t want to listen to why they’re wrong.
I don’t try to help people who don’t want to be helped.I do hope this helps you.