Your sales approach might be backwards. If you start by talking about you and your solution, that’s backwards. If you start with the history of your company, or your cool product, or your awesome services – it’s backwards.
First, talk about them. Them, them, them. That’s what matters to your prospect. In sales, start with the problem you solve FOR THEM.
No one cares that you’re #1, or that you were rated x, y, and z, or that your flux capacitor is fluxing. They care about solving their problem. Talk about solving that.
Talk about what life would be like if they solved that. Talk about what’s at stake if they don’t solve that. Talk about the new abilities they will possess with your solution.
Invite them into the story of solving their problem.
And, most importantly – with all this talk (it’s actually not that much)…it’s really about listening. Another thing that’s backwards in sales is that we talk more than we listen. Switch this around.
This will create safety. Which is yet another thing that is often backwards. Most prospects feel threatened – THREATENED! – by salespeople.
Clearly it’s time for a different approach because this doesn’t feel good for any one!