*Note: All Our Workshops are HRDF / HRD Corp Claimable!
𝗪𝗵𝘆 𝗱𝗼 𝗦𝗼𝗺𝗲 𝗖𝗹𝗶𝗲𝗻𝘁𝘀 𝗢𝗽𝗲𝗻 𝗨𝗽, 𝗪𝗵𝗶𝗹𝗲 𝗢𝘁𝗵𝗲𝗿𝘀 𝗝𝘂𝘀𝘁 𝗚𝗿𝘂𝗻𝘁 𝗡𝗼𝗻-𝗖𝗼𝗺𝗺𝗶𝘁𝘁𝗲𝗱𝗹𝘆?
Here’s why it happens, and what we can do to fix it.
As a former barrister, I use a skill I now call “𝗚𝘂𝗶𝗱𝗲𝗱 𝗥𝗲𝗳𝗹𝗲𝗰𝘁𝗶𝗼𝗻𝘀”. It’s the art of guiding the client’s thinking without boxing them in.
🚘 𝗖𝗮𝘀𝗲 𝗦𝘁𝘂𝗱𝘆 𝟭 – 𝗕𝘂𝘆𝗶𝗻𝗴 𝗮 𝗖𝗮𝗿
Instead of just asking:
“𝘞𝘩𝘢𝘵’𝘴 𝘪𝘮𝘱𝘰𝘳𝘵𝘢𝘯𝘵 𝘵𝘰 𝘺𝘰𝘶 𝘸𝘩𝘦𝘯 𝘤𝘩𝘰𝘰𝘴𝘪𝘯𝘨 𝘢 𝘤𝘢𝘳?”
Also add:
“𝘚𝘰𝘮𝘦 𝘰𝘧 𝘮𝘺 𝘤𝘭𝘪𝘦𝘯𝘵𝘴 𝘧𝘰𝘤𝘶𝘴 𝘰𝘯 𝘱𝘳𝘪𝘤𝘦, 𝘣𝘶𝘵 𝘰𝘵𝘩𝘦𝘳𝘴 𝘸𝘢𝘯𝘵 𝘴𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨 𝘵𝘰 𝘪𝘮𝘱𝘳𝘦𝘴𝘴. 𝘔𝘢𝘯𝘺 𝘰𝘵𝘩𝘦𝘳𝘴 𝘱𝘳𝘪𝘰𝘳𝘪𝘵𝘪𝘻𝘦 𝘳𝘦𝘭𝘪𝘢𝘣𝘪𝘭𝘪𝘵𝘺 𝘢𝘯𝘥 𝘴𝘢𝘧𝘦𝘵𝘺. 𝘞𝘩𝘢𝘵’𝘴 𝘮𝘰𝘴𝘵 𝘪𝘮𝘱𝘰𝘳𝘵𝘢𝘯𝘵 𝘵𝘰 𝘺𝘰𝘶?”
Offer a maximum of 3 examples, always in a curious tone.
This guides their reflection, while showing our expertise and experience.
☎️ 𝗖𝗮𝘀𝗲 𝗦𝘁𝘂𝗱𝘆 𝟮 – 𝗪𝗵𝗲𝗻 𝗧𝗵𝗲𝘆 𝗦𝗮𝘆 “𝗜’𝗺 𝗕𝘂𝘀𝘆”
Most sales professionals respond with:
“𝘐’𝘮 𝘴𝘰𝘳𝘳𝘺. 𝘞𝘩𝘦𝘯 𝘤𝘢𝘯 𝘐 𝘤𝘢𝘭𝘭 𝘺𝘰𝘶 𝘣𝘢𝘤𝘬?”
And of course, the client never calls, because we’ve handed over control.
Try this Guided Reflection instead:
“𝘛𝘰𝘵𝘢𝘭𝘭𝘺 𝘶𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥 – 𝘺𝘰𝘶’𝘳𝘦 𝘴𝘰𝘮𝘦𝘰𝘯𝘦 𝘸𝘩𝘰 𝘷𝘢𝘭𝘶𝘦𝘴 𝘵𝘪𝘮𝘦. 𝘐𝘴 3𝘱𝘮 𝘭𝘢𝘵𝘦𝘳 𝘰𝘳 10𝘢𝘮 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸 𝘣𝘦𝘵𝘵𝘦𝘳 𝘧𝘰𝘳 𝘺𝘰𝘶? 𝘐𝘵’𝘭𝘭 𝘣𝘦 𝘢 𝘲𝘶𝘪𝘤𝘬 10 𝘮𝘪𝘯𝘶𝘵𝘦 𝘶𝘱𝘥𝘢𝘵𝘦.”
Why does this work better? We offer a guided choice, and we respect their time. If they still hesitate, offer a 3rd option. People rarely say “No” to us twice in a row. In negotiation, we call this “Strike While the Iron is Hot”.
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If your salespeople struggle with one-way conversations, teach them the power of Guided Reflections. They’ll grow into trusted advisors.
Talk to me, where all our workshops are HRDC Claimable, and let’s grow your business through meaningful relationships, not just one-off transactions.
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