Mar 9 • Sales
Here's one thing you can try today in any client conversation (and it takes about two seconds to learn.)
Stop being so certain, so soon. When we're nervous in a client conversation we tend to do one of two things.
We either hedge everything and sound like we don't believe in what we do.
Or we go the other way. Too pushy. Too certain. Too eager to close.
Both push people away.
The approach I've used for over 50 years in business is simpler than either.
Swap your certainty words for what I call soft words.
Instead of "this will work for you" try "this might be exactly what you're looking for."
Instead of "you should take the full programme" try "perhaps the full programme would suit you best."
Instead of "this is the right solution" try "maybe this is worth exploring."
It sounds like a small thing.
It isn't.
Soft words remove pressure. They give the client space to make their own decision. And people who feel no pressure are far more likely to say yes than people who feel pushed.
Perhaps try it in your very next conversation this week?
Swap one "will" for "might." One "should" for "perhaps."
Then notice what changes.
Let me know how you get on, drop your comment below.
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Here's one thing you can try today in any client conversation (and it takes about two seconds to learn.)
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