Until my wife that is.
My wife hates selling – wants nothing to do with it thanks to the manipulative baggage that follows the sales profession.
However, she’s an amazing seller.
What!? How!? Why!? Because she doesn’t sell – she helps.
Here’s a little bit of her approach that I gleaned from a recent consult she provided.
As a child advocate & consultant, she has a 4-question discovery process – just 4 questions!
Question 1: Tell me what you want me to know about you and your family.
Notice where the conversation is centered – on her prospect. She puts herself in the learners seat and gives her prospect the mic. And it’s an open mic.
Question 2: What got you interested in a different approach to educating your kids?
Remaining in the learner position, this question helps her prospect unpack what matters to them – what’s motivating them – what’s driving them.
Question 3: What are you doing now?
This question marks a shift from the high-level overview and motivations to a tactical question. It helps her prospect move into the daily realities of their situation.
Question 4: What about this approach appeals to you?
Again, 100% focused on what matters to the prospect – what they like, what they want, as well as ending on a positive note.
Note – the prospect spoke for an hour straight!
Next…
She asks for permission to recap what’s she’s heard.
Then, she asks for permission to switch gears and walk through her approach & methodology
End result – the prospect cried out, You’re an answer to my prayers!
Some important notes to my wife’s approach that may help your sales:
- Pure active listening
- Empathy in spades
- Creating a safe space
- Put her prospect at ease
- Didn’t make assumptions
- Asked for permission to proceed
- Provided a clear path forward
- Offered a free-choice next step