In sales, you’ve always got your presentation ready. Preparing and showing everything you can do for a prospective client or customer is great, but sometimes something is missing with this format.
Preparing too much can take away a little bit of your natural charm and sparkle.
Robyn’s simple swap avoids this. Instead of going into ‘present mode’ from the off, try starting the whole conversation with questions.
Be curious about what they’re doing, what their experiences have been up until now, and find out what knowledge they already have. Answers to questions like this will help you build a solid relationship with your client. They will also feel understood and listened to.
If you ask the right questions in the right way, you might end up skipping the presentation altogether and going straight to a place of empathy and understanding.
Remember, it’s not about you, it’s about them. Create a lasting relationship built on trust and understanding.
