Written by: Vickie Sullivan | June 19, 2018
How to Steer Prospects Away from Disaster
Have you ever talked to a prospect about their situation and seen an upcoming train wreck? Yeah, me, too.
Communicating this heads-up during a sales conversation is easier said than done. The problem is two-fold: If you sound too dire, folks assume you’re trying to scare them into working with you. If you sound too “positive,” folks assume the problem is no big deal. Talk about dancing on the head of a pin.
Listen: How to sound the alarm and influence folks to take action
What I do: Approach softly, so the shock doesn’t stop the conversation. Talk about the possible impact and then talk about how to approach. What I don’t do: Offer a solution. (Too much too soon.)
This situation requires two things: hope that the problem is fixable and a reality check that it needs to be fixed. Blending those two messages will help the prospect avoid going down the wrong road. And it makes us look like the hero.
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