If you are in sales, and we all are to some degree, this may be a concern for you. But I want to address this question differently.
I got this idea from an article in the Harvard Business Review by Matthew Dixon and Brent Adamson.
When we are trying to help someone we tend to ask a lot on questions. These questions can cause the prospect to feel the pain of their situation. The question “So what is keeping you up at night?’ is a toxic one to ask because it can also lead to an area that you can’t help them with. So why bring up that type of a situation?
The key to becoming a better ‘client helper’ is to;
- Focus on ways you can help your client with products or services that only you can do,
- Then key in on identifying the cost savings their purchase of your product will achieve
This is the type of a discussion that is relaxed and client focused.
Isn’t this the way clients would like to be helped?
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