Here’s a mistake I see all the time:
Trying to look interesting – trying to interest a buyer in what we say, or what we can do for them.
It doesn’t work.
Not because you or your words or your work wouldn’t be interesting, but because unless you know – with certainty and accuracy – what they’re interested in, you’re shooting in the dark.
You’re lobbing ideas at them, hoping that something will stand out so resoundingly interesting, that they ask “tell me more”.
And, you’ve probably experienced that the harder you try, the harder it is to get that reaction from people.
If, however, you ask them what they’re interested in…
Well, then you have the perfect topic, and you’ll end up making the perfect proposal, because it’ll be highly relevant to – wait for it – their interests.
Now, there’s all kinds of reasons why someone might try and look interesting.
Can be neediness, can be ego-driven, can be to hide insecurities…
But the reasons don’t matter.
The only thing that matters when you are talking to a buyer is the thing that that person is interested in.
Nothing else.
So if you want sales and happy buyers and the revenue that comes with it, your #1 goal is:
Ask questions that help you learn what they are interested in.
Put differently:
When talking to a buyer, you have one job:
To be interested in them.
Get that right, and they’ll automatically start getting interested in you, and your solution.
Of course there’s all kinds of questions you can ask, from broad to specific, and each question needs to be calibrated to where the conversation is at.
To learn which questions to ask, and when, and how to work with the answers, you’re invited to click here and check out my 1 on 1 training programme, Sales for Nice People.
