You’ve heard it said that customers love to buy but hate to be sold.
Have you heard anything after that?
It’s crickets, right?
So, how do you help your prospect “love to buy?”
The first step would be not to employ any off-putting sales tactics. This can be a heavy lift in itself. The next step would be to create a clear path (a process) that allows you to journey with your prospect.
Importantly, this needs to feel safe to your prospect. Your prospect needs to feel psychologically safe with you. This does not mean being meek or not speaking the hard truth. Rather, it means creating the environment to have the hard conversations.
From there, you need to show your prospect the new abilities they would have if they adopt your solution. That is, what does the future look like? How will they be able to slay their dragons and what will life be like when they’re slain?
Finally, instead of coercion techniques, you need to allow your prospect to take ownership of the solution (your services). This is their responsibility. Not yours.
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That’s how you create “love to buy” feelings.
- Avoid tactics
- Be safe
- Cast vision
- Provide choice