Every prospect you come in contact with has some level of hesitation in doing business with you, but it all boils down to three main questions.
I am long-time fan of the work of John C. Maxwell, who is known as the world's leadership guru. One of my favorite books from John C. Maxwell is "Everyone Communicates, But Few Connect."
This book discusses what separates average communicators from world-class communicators. As a long-time salesperson and entrepreneur, I have seen first-hand the power and effectiveness of great communication.
In the book, John explains that there are three questions that every single person you come in contact is asking about you when you wish to serve them. To be an effective sales producer, business leader, or influence a prospect in a positive way, you must answer these three questions effectively.
1) "Do you care for me?"
Every human being desires to be cared for in some way. To make connections with prospects, they must feel and see that you genuinely care for them and their best interest.
Running a business or being a sales producer is tough work. Every day can feel like a grind. I often hear words like hustle, determination, desire, confidence, and so on when discussing traits of top business leaders.
As important as those traits are for being successful, empathy goes a long way to make your prospect feel cared for and respected. You need understand their situation and circumstances. Ask yourself the following questions.
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What is your prospect feeling?
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What concerns does your prospect have?
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What is your prospect seeking?
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What does your prospect value?
- What makes your prospect smile?
Les Giblin, former national salesman of the year and speaker stated, "You can't make the other fellow feel important in your presence if you secretly feel that he is a nobody."
Business leaders and top sales professionals understand that relationships are everything.
Just remember what John C. Maxwell said: "Whenever you can help other people to understand that you genuinely care about them, you open the door to connection, communication, and interaction."
