Super frustrating, when a buyer seems keen and ready, but then they end up not buying.
And very often – possibly in most of the cases – it’s because you skipped over a fundamental, essential, crucial step.
To help you avoid that from happening, I came up with a simple model, called L.I.V.E.
– Listen (of course, you know me).
And that stage of verification, that’s what most people skip.
See, there’s this hardware store here in town.
The lady there is really nice, super helpful.
But, in trying to be helpful, she nearly always moves to0 fast, gets my request completely wrong, and pulls out something other than what I’m looking to buy.
It’s no big deal, but practically every time I need something, she has to return to the back and go pick out the thing that I did ask for.
At first, I thought: “She just doesn’t listen”
But that’s not it.
What happens is that she fails to verify that she interpreted my request correctly.
She literally said the other day: “Oh I thought you wanted XYZ”.
And that’s when it dawned on me:
It’s not that she doesn’t listen – she simply doesn’t stop to verify.
She interprets and straight away moves into trying to equip me with whatever washer or wrench she thinks I need.
Again, nothing against her – I like that she’s trying to help and think along with me.
But she could make the process so much better if she’d simply ask:
“So you want an XYZ in that size?”
Then I could say yes, or “No, the other thing/size/colour”.
For you in your sales process, this is an extremely important thing to remember.
Because there are countless points in the sales process where you interpret people’s statements.
But if you then don’t verify you got it right, you keep giving your buyer the sensation that you’re not quite getting them.
And with each instance of that happening, your buyer is less bought into what you’re trying to say, offer, or have them buy.
And so, the sale breaks.
So remember the L.I.V.E. model:
– Listen to what they’re saying.
– Interpret and compute.
– Verify that you got it right.
– And only when you do have it right, do you offer to equip them with your solution.
It’s really simple, too:
“So you’re saying that…?”
“Do I have this right, you’re looking for…?”
“Tell me if I’m wrong, but do you mean that…?”
This way, you invite the buyer to correct you, so that you can calibrate whatever you’ll say next, to exactly the thing they were trying to say.
Verify what you think you heard. You’ll get more sales.
And if this kind of approach makes sense to you, click here to get personal training on how to sell your work, and not see so many sales fail even though everything seems to line up.