Drop the Selling Pressure
No one likes to be sold.
You must be humble and gracious, engaging as a capable resource and a curious learner. To motivate, you must understand the client’s scenario. Only when the prospect feels heard will they listen. The meeting is not a show-and-tell or a set of tailored arguments. You must uncover what they want and then show your understanding of it and why it matters.
Lead a two-way conversation.
Share the reason behind your company and the strength of your conviction. Feature what their success means for you. 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 their feelings about the problem, 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.
Share the possible new outcomes and feelings that come with changing. Highlight the prospect’s emotions by reaching new goals. Contrast this with those experienced today. Lastly, ask if they are curious about your path forward to their better future.