“Guys, meet Martin. Martin, these two are lawyers. Be careful around them!”
Chuckles and smiles all around… never bad to poke a little fun of people, and the two lawyers clearly had a sense of humour. And obviously they’re not the wrong kind of lawyer, otherwise they wouldn’t be friends with my friend Antonio.
This was last night, at the inauguration party of Antonio’s co-working company in Malaga (which I helped him grow pretty big – I’ll share a case study of how we did it shortly).
The chat with the lawyers was fun and ranged from dating to whether capitalism and democracy should go together.
At some point, one of the guys asked me: “What do you *not* sell”.
What a brilliant question!
It took me a moment, and then I said: “Lies”.
And I realised how important it is to be ultra-clear on what you do not sell, offer, or promise.
See, a buyer has more than just one problem they need solving.
They might show up asking for a specific thing, but there’s always a bunch of related issues they also need resolved.
And naturally, there’s a (often subconscious) hope that buying from you will bring those solutions.
And that’s where the ‘no lies’ policy is a super powerful element of your sales process.
Of course I don’t think you would literally lie to buyers – you probably wouldn’t read me if you’re that kind of person.
But, the more clear you are about what your work does *not* do for a buyer, the easier it is for them to trust you.
Whereas if you leave it in the middle, or if you try to include a service, outcome, or benefit that isn’t in your core area of expertise, you’re actually harming your chances of closing the deal.
That’s why “Is not” is such an important element in the LEAP sales system I created.
The features and benefits of your offer consist of two parts: What it *is*, meaning what result or outcome you promise, and ‘what it is not’ – meaning, the outcomes or results that *might* show up, but that aren’t elements you promise.
And the more explicit and clear you are about ‘is not’, the higher the degree of trust a buyer will have in what your offer *does* do or solve.
Never be afraid to be clear and explicit about your ‘is not’.
Not only will you avoid signing on clients who expect things you can’t deliver, with all the complications that brings, it’ll make your selling easier and more fun as well.
There’s still some room in my calendar for a complementary coaching call, should you want one. Pick a time here.
Also published on Medium.