Drop the Pressure
Selling is pressure to change. It’s human nature to resist this pressure.
You must be humble and gracious. Engage as a capable helper. Be an active listener. To help, you must understand the client’s scenario. Only when the prospect feels heard will they listen. The meeting is not a contest or show-and-tell. Your goal is to learn and understand the type of help wanted.
Lead a two-way conversation.
Cover the reason behind your startup and the strength of your conviction. Collect their feelings. When your purpose does not resonate, ask why. Provide clarity, not education.
Hear the prospect, then they'll listen.
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Uncover the problem, who needs help, and the consequences. Encourage them to share how the problem feels, including what happens if nothing improves. Rephrase what you heard. Let them confirm you have it right. Wrap up with a vivid recount of their feelings and aspirations.
You help them visualize a better future.
Cover the reasonable outcomes and new feelings by changing. Next, the emotions experienced when reaching new goals should be contrasted with those experienced today. Finally, spell out your path to a better future.