In this shortened video of an interview with Simon Sinek, author of Leaders Eat Last, Sinek talks about “messy” conversations. Listen in….
How do great ideas emerge? Sinek says “how ideas erupt is not in emails back and forth but in the interruptions, the backwards and forwards, and battling, saying “no, no that’s not it.” It’s messy and it’s the messiness that can’t happen over email because everything is exact in email. It can happen over the phone but it is so much better in person where you get to see someone’s body language, the frustration of trying to re-explain yourself.”
If we substitute the word, solutions, for ideas, in the first few words of the quote, consider the power of the person-to-person meeting with a prospective client. It is in the curiosity and questions asked by the sales person that engages a prospect in a back and forth exchange that unearths the prospect’s real needs and wants. It’s the digging deeper to truly understand the “why” behind a purchase not just the “what” and the “how” that builds your credibility with the buyer. It’s about how you, the sales person, helps the prospect discover the solution for his/her problems and, because you do that, why buying from you is in his/her best interest. Lastly, it’s by listening and demonstrating that you understand what really matters to your prospect and genuinely care about his/her business that seals the deal.
Earning a sale isn’t just about having the solution but being able to tie the solution to what really, really matters to the prospect and demonstrating that you care and are committed to their success.
When it comes to sales results, have some “messy” conversations and, by all means, do it in person!
