This article carries on from: Sales A Sacred Journey
There is nothing more sacred than when someone trusts you and they agree to walk with you through finding a solution to their problem. That’s what selling is all about, allowing the person to walk their journey.
If we are going to walk with them, then it is worth taking time to understand where they are.
Your client has very real and clear fears and needs. They are black and white. They have good characters that help them and support them and bad ones who help to show their fears to them in stark reality.
Your job is to help them talk to you about this. Start at the surface – what is their problem? They don’t want to lose Toto. Simple and concise.
Often when people make a decision to do something about their fears it is because they have had some sort of storm (big or small) that has motivated them to take action to do something about the problem that they have. The storm has meaning and context and an outcome.
Find their inspiration for addressing this now. What has happened to bring them here today to this point where they are talking to you?
Now if you have just stepped out of black and white and into full colour how would you feel? Dorothy is afraid and intrigued all at the same time. Not to mention the little people that are running around and then there is someone’s legs under your house.
When you find yourself in a foreign place – what do you want? Someone that you trust and simply says ‘Welcome’. Don’t be afraid. This is what you need to do.
What do you do in your business when you first meet someone to show that they are welcome? How do you show them they don’t need to be afraid. How do you start them on their journey down the yellow brick road?
Glinda is serene and beautiful. Calm and wise. She shows both Dorothy and the people of Oz they don’t need to be afraid. She shows them the good that has come of the storm and they burst into song. She shows both parties that there is nothing to be afraid of.
If you had a theme song at this point of the journey, what would it be?
She listens to Dorothy and what she wants to achieve. She tells her how she is to go about doing that. She doesn’t give her the whole story, just the first bite size chunk. Follow the yellow brick road.
She makes it seem achievable and real and something that Dorothy, in a completely foreign land, is able to do. Just one foot in front of the other.
Think through how you greet new potential clients, how do you get them to feel welcome and secure and to share their problem. Once you have that information, what’s the first step that you give them; the bite size chunk that feels achievable for them and that it is taking them towards the discovery of a viable solution.
Take a client's walk through your business and tell me what you find.
Next week I am going to explore more about the how your client is just like the Scarecrow in The ScareCrow: Your Client Doesn’t Have a Brain
For the love of sales,
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Would love to hear your thoughts .... go on!