Assuming you’re not order taking. How would you introduce clients to an unconsidered issue, where you might be able to help?
- Do you start by offering your perspective and asking about theirs? Then use rapport and curiosity to find out how the issue fits with their priorities and timeline?
- Or do you get straight down to business, explain the problem and the consequences of delay? Then pitch your services … tell them how great you are … who you’ve helped before, your method?
The first approach is Agenda Consulting. It allows you to show off subject matter expertise and behave like an expert and consultant. You’ll create an environment where clients want to brief you. You can apply your knowledge and skills to help them succeed. Agenda Consulting is a choice.
The second approach is Hard Selling. You’ll know if you’re doing this because clients resist it. They either glaze over, or you lead you into ‘prove-it’ mode … which is a power game you can’t win. ‘Prove-it’ meetings are uncomfortable. You’re behaving like a vendor pushing your services, focusing on your sales agenda. Hard Selling is also a choice.
A mini mission.
Review the last sales meeting where you wanted to introduce an unconsidered need to a client.
1. Who led the conversation process?
2. How two-way was the exchange?
3. What might you improve next time?