Nobody likes to be SOLD
When you’re interacting with a prospect, get them involved in the transaction. Ask them what their challenges are that they want you to solve for them. Then listen and then, as you make your recommendations, repeat what they said – in your own words. Why? Because most people are resistant to what THEY HEAR but believe what THEY SAY.
People are afraid to BUY, but they love to OWN. In your efforts to make the sale, don’t ask your prospect to “buy” your product; point out how “owning” your product will benefit them, how it will solve their challenges and how it will positively impact their bottom line or their efficiency, etc. By involving them in the transaction conversation, the prospect won’t feel like they’ve been “sold”, they’ll be proud to “own” the product!