A lot of folks think their business is different than everyone else’s.
Even folks who sell professional services by meeting with prospects to turn them into clients.
Yep, there are nuanced differences, but if you sell via consultation, selling is selling.
Let’s take an extreme example from your fearless leader’s past when I was selling my services as a magician.
I do it in two ways: over the phone and in person with a decision-maker or, in some cases, multiple decision-makers.
What did I need to do?
- Develop rapport. If the prospects didn’t like me, they weren’t hiring me.
- Discover what problems the prospect had and the outcome they desired. In the case of a corporate gig, for example, the prospect’s problem was finding entertainment the audience would enjoy that would fit the theme of their meeting, wouldn’t offend anyone, and would make them look good.
- I’d present my solution using influence techniques, so they felt I was the best option because I would solve their problem and get them the desired results.
- I needed to close the sale and get the check.
While you might structure your presentation differently, how far off is that from what you need to accomplish when you meet with a prospect?
As an aside, that four-step structure is super-effective.
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Kick butt, make mucho DEEnero!
Dave “Sales Magician” Dee