Elizabeth and Lisa share how you can focus on what you want the buyer to feel, and what you want the buyer to believe. Learn how you can establish yourself as an expert without being preachy or talking too much.
- Your very first conversation with a customer…is your best opportunity to differentiate yourself.…First impressions matter, and the first conversation…establishes the foundation for your relationship,…and it guides future conversations.…When you're going into that first meeting with a customer,…that first phone conversation,…you probably have some objectives.…I'm going to challenge you to put those on pause for a moment.…Instead, think about the way you want your customer to feel.…
Do you want your potential customer to feel at ease,…and confident, and well-taken care of?…Well if so, that means you need to position yourself…as the expert.…Now, being an expert doesn't mean…that you're endlessly preaching on about tiny differences…between your solution and your competitor's.…It means you need to guide insightful conversation…that makes the customer feel understood, and enlightened.…Now, I'm going to share with you a call-opening technique…that will help you be both interesting, and interested.…
I call it the You > Me > You call opening,…
- How can you differentiate your organization?
- Setting yourself apart
- Differentiating your language
- Adding value before collecting revenue
- Differentiating during the sales process
- Unpacking the buyer's journey
- Differentiating in the first meeting
- Talking about the competition
- Customizing your deck
- Differentiating your written proposal
- Asking for the business
- Differentiating inside your organization