Do this & explode your sales results...
Master this and it will change your life when it comes to sales...
It requires a lot of practice and skill, but when you get it right people will sell themselves.
It's difficult to do at first as we all default to the same thing - talking about ourselves & our solution.
We all have the spotlight effect.
Otherwise known as 'egocentric bias' - where you see the world only from your perspective, and so focus heavily on yourself.
Selling effectively requires a complete reversal of this default - which is why it's not easy.
People buy when they feel heard, felt and understood.
In other words, when you've made the conversation about them.
And people disappear, make excuses, or tell you they'll think it over when you've made it about you.
You have to put the spotlight on the prospect.
You have to frame everything in terms of the better future they'll experience by working with you.
As soon as you default to talking about features, benefits, and your solution, you lose people.
You have to paint the picture in their world.
You have to join the dots to their specific problems & situation.
Yet, it's very easy to start pitching and talking about ourselves.
Our egos blind us.
I still have to stop myself consciously from doing it - and I teach this stuff on a regular basis.
Example...
🔽
Recently, I worked with a client and sat in on one of their discovery meetings.
My client was a very experienced seller, 20+ years experience, senior level VP, but he started defaulting to pitching, talking too much, and making it about him & his solution.
So I jumped in -
"And what this means for your Mr Prospect is that when it comes to problem X, this process will circumvent that by .... how does that differ to what you're doing now?"
And I let the prospect take over and verbalise what it would mean to them day-to-day to fix this problem.
And they started selling themselves.
You have to guide them to this realisation.
Their words are 10x more valuable to them than yours.
Translate your solution into fixing problems - and the impact of that - and the prospect will sell themselves.
Because people don't care what you do.
They care what it means to them.
Your features and benefits are a means to an end.
You have to work out what that end is - the better future outcome - and make that real in the world of your prospects.
Get this right ... and your sales will explode.
Happy selling.
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