You know you can deliver excellent results. You know a business which would gain great benefit from what you can do.
Your challenge: how do you turn your potential into results for them? How do you create a compelling argument for the business to swing into action with you?
Here are some ideas to make your selling more compelling.
Unite around the problem by sharing understanding, dimensioning or quantifying the issues or impacts and lost opportunities.
Remember, humans tend to divide over the solutions, but unite over problems.
Before you start “selling” ensure you share an understanding of the problem or issue to be addressed.
Engage imagination. All change comes, above all, through imagination. Imagine what could be different and how things could be better.
Talk about the better future you imagine.
Create desire for change and harness will and capacity to change.
Design solutions - mix old and new, innovate and invent to get to a range of possible solutions.
Collaborate or co-design. Work with your client to create solutions.
Canvas alternatives and gain involvement in bringing about the new order.
Build a partnership with your client - through your sales process offer just a small taste of the effective teamwork s/he can look forward to with you.
Guide your client through the process of turning aspiration into action.
Your sales offer will be more compelling for embracing these approaches.
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