Far too often, we take a very cut and dry approach when dealing with a buyer:
“You have problem X. Solving problem X is what I do. Let’s do business. Let me help you, just go ahead and buy my thing”.
But that is so transactional – it’s such technical way to deal with people.
Here is a person who yes, has a problem that you can solve.
And yes, they have the need, there’s urgency, they have the money for it.
But unless you relate to that person, and to the bigger picture of what they’re trying to achieve in their life and in their business, it’s going to be very difficult for them to relate back to you.
And if they don’t, they won’t buy.
A buyer doesn’t want to be processed through a sales funnel. A buyer wants to be treated with respect, care, and concern.
So whenever you are in a situation where you’re dealing with a buyer, whether it’s on the phone, on Zoom, in person or by email, you always want to focus on the quality and the nature of the relationship that you have with that person.
Because that relationship is the context in which you have a conversation.
And it’s in the context of that conversation that the sale happens.
And the biggest mistake that you can make is to go straight for the jugular:
“Hey, perfect problem – I’ve been solving this my whole life, let’s make this work!”
If you do that, you bypass their reality, and they’re gone.
You want to make sure that the other person feels heard, and understood, and they need to get the sense that you’re not just in it for the transaction.
Nurture the relationship, so that you can have fruitful conversations that ultimately lead to the sale.
And if you want personal training on how to do it, go here.