Archives for November 2015

You are going to succeed at networking events from this point forward. You are going to leave behind the “me-centered” approach and now become “people-centered”. Instead of being like all the other guests, trying to talk about themselves, you are going to walk in the door with the goal to listen to other people’s stories. You are going to let them talk, telling you about their lives and their business. Guess what? Chances are great that they are going to share their pain indicators, the business problems that keep them up at night. Impressed by how you have let them talk and how well you have listened, they will get around to asking you what you do. Your answer? “I provide solutions to the very problems you just described. Let me tell you how I can help.”

Don’t use weasel words like “maybe”, “probably”, or “I think so”. Don’t let your prospects get away with using them either. Imagine your son coming home and announcing, with great excitement, that he had proposed marriage to his girlfriend and she had said “maybe”. Maybe? What did she mean by “maybe”? That doesn’t sound like a woman who wants to marry your son, does it? In a sales situation, weasel words like “maybe”, “probably”, “I think so”, or “usually” are just as much red flags as the words of the girl who broke your son’s heart. A prospect who uses such words is a prospect who is saying “You have NOT convinced me to buy your product or service but I’m too afraid to tell you.” This is the time for you to ask some questions of the prospect. What do you mean by “maybe”? Can you explain how this situation may be “unusual” for you? What are the decision factors you are thinking about? Seek clarity, conciseness, and directness – not only from yourself but also from your prospect.