Drop the Selling Pressure

Shift to curiosity. No one likes to be sold.

When the prospect feels heard and understood, they will listen to what you say. Unlock this opportunity by engaging as a curious learner and showing sincere interest. Make a safe place so the prospect will openly share their situation.

Embrace curiosity and apply the CEO Story Selling Framework. Learn how to create a safe place.

The Usual Way

The big-picture strategy is to teach by:

  • Describing your company

  • Explaining what you do

  • Showing the business value 

The primary tactic is to show the following:

  • The solution

  • How it compares to the competition

  • Give a demonstration

Then ask questions:

  • What do you think?

  • Would you like to see more?

  • What else are you considering?

The outcome:

  • This looks interesting; we will get back to you

                       OR

  • Why are you using that technology?

  • Does the solution do this…   

The Story Selling Way

The big-picture strategy is to understand by:

  • Creating a safe place

  • Being sincere

  • Asking questions to achieve clarity

The primary tactic is to be curious:

  • What is happening?

  • Why is that important?

  • If nothing changes, then what?

Then ask follow-up questions:

  • How do you feel about this?

  • What does this do to you?

  • What does a better way look like?

The outcome:

  • Can you help?

  • What does your outcome look like?

  • How do we move forward?

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