“I feel awkward starting a sales conversation.”
Try this:
Leave the “sales” part out.
Here’s why…
- You have no idea if you can help someone’s situation anyway – they may not even want your help
- Instead, get curious and discover what matters to them. How?
- Introduce a common challenge that you see, but don’t assume it’s their priority, e.g., I’m not sure this is your experience, but I’m seeing this and that. Is this on your mind, or not so much?
- If you’re right, they’ll elaborate. If you’re wrong, they’ll likely correct you. Either way – conversation started.
Example:
Seller: I’m not sure this is on your mind, but when talking with other sellers, they’re sick and tired of sales tactics that are off-putting and manipulative. And they just don’t feel right. Is this on your mind, or am I barking up the wrong tree?
Prospect: Oh my god, yes! It’s like we have to hound our prospects, lie to them, and create “fake” urgency.
Seller: Yeah, I hear you – that doesn’t feel good. Tell me more….