Everyone loves to talk about themselves, their projects, and the things they personally find interesting. When it comes to sales, it’s tempting to talk about yourself while trying to convince others that you’re the best choice for their business.
People, however, will connect with you 10x faster if you redirect the conversation to center on around them – not you.
This can be a difficult lesson to learn because we all feel pressured to impress.
However, by asking simple, open-ended questions to prospective clients, showing interest, and letting them talk, you’ll close more deals with a fraction of the effort. It’s almost unbelievable how well this works. And yes, the studies and data have proven it out.
Even so, this approach is usually overlooked because the opposite approach has been ingrained in our thinking.