Help Clients Self-discover.
Do you help your clients self-discover your value?
There’s an old axiom that is especially relevant here – “When you say it, they doubt it, but when they say it, they believe it.” There are all sorts of reasons why a customer might question what you say, not the least of which is that you stand to gain. If you can get your customers to come to the same conclusion, and actually say the same thing on their own, it carries twice as much convincing power.
Helping clients self-discover your value is an especially valuable tool and produces good results for both parties. So, why is it so difficult? Simple. Most people in sales like to talk. They are passionate about their product or services and are eager to talk about them.
We forget that selling is much easier when you let the customer come to their own conclusions, in their own way, and on their own schedule. No one likes to be sold, but everyone likes to buy.
Becoming a guide for self-discovery is probably a different approach from what you’ve been taught to do (or are accustomed to doing), but like many of the tips in this guide, it gives you a powerful way to turbo charge results.
What can you do to help your client’s self-discover your value?
