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How to Sell With No Assumptions #460
Have you ever tried to sell a prospect something they really don’t want? Did you do it because it’s the only thing you have that’s remotely close to what the buyer needs? This is a terrible position to be in, right? Lao Tzu teaches that the Master has no mind of their own, only the mind of the people. We do this by not assuming and adopting a helpful attitude. How do we sell with no assumptions? That’s the topic for today.
Today’s Chapter: Blank Canvas
Some clients see their desires clearly
While others have blurred vision.
Some buyers are honest
while others work an angle.
The Master Seller views each sale a blank canvas
They have no mind of their own
They work with the mind of the buyer.
And paint what the prospect sees.
No matter their intent they nurture clients
as parents nurture children.
Today’s Story
Chris offered solution after solution to Lee, but Lee wasn’t buying it. The harder Chris tried, the harder Lee pushed back. Chris wasn’t getting anywhere.
“I don’t know what to do.” said Chris.
“I feel like I’ve tried everything”
Pat responded,
“Have you tried restarting from square one? Sometimes going back to the primary issue, is the path forward”.
Head shaking Chris said,
“That’s going to take forever! We’ve already gone over all that”
“Have you?” said Pat.
“Absolutely”
“So why isn’t Lee buying?”
Chris paused, then paused again. Pat then spoke.
“I think you’re trying to put a square peg in a round hole. The solutions we’ve offered aren’t solutions. Let’s not assume and start with a blank slate. Let’s move this deal forward, by going backward”
Take Action Quote
According to Paul Cezanne the French post-impressionist painter,
“It’s so fine and yet so terrible to stand in front of a blank canvas.”
This is true of selling too. If the prospects could do it for themselves, they would. But this is the thing, they can’t. It’s for us, the seller, to help them paint the solution.
Trust buyers who are trustworthy and also trust those who aren’t trustworthy. This is real trust. Trust yourself and trust that you can help them, if they want help. It’s their call.
Habanero Media Network
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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