Have you ever been told “what you should do” or “what’s best for you”? How did you respond? You probably resisted. This is human nature. We do not like to be told, what to do or how to act. In sales, when you start telling prospects what they need or what’s best for them, this psychological principle is working against you.
Instead of telling, start asking the right questions that leads your prospect to discover what’s best for them (your product or service). In addition to good probing questions, use the strategy of “third-party” stories. Stories of people just like them, with the same problem or issue and how your product or service solved their problem. Your prospect can put themselves into the stories and relate how they have a similar situation and come to the conclusion that if they want the same result, they need your product or service.
Dale Richardson
Certified Guerrilla Marketing Coach
DRCOP MARKETING
www.drcop.com
Instead of telling, start asking the right questions that leads your prospect to discover what’s best for them (your product or service). In addition to good probing questions, use the strategy of “third-party” stories. Stories of people just like them, with the same problem or issue and how your product or service solved their problem. Your prospect can put themselves into the stories and relate how they have a similar situation and come to the conclusion that if they want the same result, they need your product or service.
Dale Richardson
Certified Guerrilla Marketing Coach
DRCOP MARKETING
www.drcop.com
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