So many professional service providers think that selling is about manipulating prospects and using high-pressure tactics to convince prospects to invest in their services.
Let’s break that down.
- Manipulation. The difference between manipulation and persuasion is intent. If your intent is to sell prospects service they don’t need, that’s manipulation. If your intent is to help them solve their problem and get the result they desire, that’s persuasion.
- High-pressure tactics. Sadly, most sales trainers still teach stuff like that. Please understand that’s not what professional selling is at all. The only pressure is that the prospect exerts on themselves because they know YOU have the solution for them.
- Convincing. One of my first mentors said, “Convincing anyone about anything sucks.” Professional selling is about guiding the prospect to make the decision that working with you is what will help them. You use sales structure, language, and questions so the prospect decides to buy from you.
Next Wednesday I’m doing a live training where we’ll dive deeper into this crucial topic. You’ll get an invitation on Monday.
But if you’re already serious about mastering the sales process, I’m doing a sales workshop with a small group at the end of the month.
We’ll design and write your consultation process so you can turn more appointments with prospects into clients, including how to elegantly handle your most challenging objections.
If you want to join us, just hit reply, and I’ll get you all the details!
Kick butt, make mucho DEEnero!
Dave “The Myth Buster” Dee
