Drop the Pressure
Few like to be sold. We all resist.
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 contest or show-and-tell. Your goal is to show your understanding of the type of help wanted.
Lead a two-way conversation.
Cover the reason behind your company 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.
Share the possible new outcomes and feelings when changing. Highlight the prospect’s emotions by reaching new goals. Contrast this with those experienced today. Finally, spell out why your path leads to a better future.