What are you offering?
That should be a simple question. Easy to answer. But three times in one week I have heard that organisations do not have that clear, concentrating on the delivery not the result for the client. Purchasers of drills want a hole, not a fancy handtool. And then I fell into the same trap at a networking event recently.
What are you offering?
“Well, that’s easy, what we do is... and that looks like ... and needs from you.....”
So what should I have done?
“Well, I’m not sure. We do a whole lot of things, delivered in different ways and right now I’m not sure any of it is right for you. But before we jump to that conclusion, can I ask a couple of quick questions to see whether there is anything we need to discuss?”
Taking a step back, reversing the situation, gives me control of the conversation and moves the discussion into a more productive direction; no incorrect assumptions will be made either side, no premature explanations and presentations to be quickly discounted by non-qualified prospects.
So how do we stay out of bad habits and see the wood for the trees? Reversing. On this occasion it’s do as I say, not as I did at the networking event.
For more on how to stay out of the woods, register for a seminar.
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