We interview our prospects and we are being interviewed every time

On a sales call/meeting, we interview our prospects and we are being interviewed every single time.

Which side of the table are you sitting at? And does it really matter?

Here’s the thing. There’s a nervousness clouding every sales attempt. It’s unavoidable but manageable.

This nervousness kickstarts our defense mechanisms, and instead of prepping the ground to listen (which is what better sales people do), we prep the ground to talk – so we can be vetted.

We are inevitably prepping the ground to be interviewed. This is followed by a more passive/reactive attempt that hardly ticks any of the sales mechanics, and we end up answering questions instead of asking them.

Do we leave room to find out:

– How our product/service fits into the prospect’s current environment?
– If they already have what we offer, and what they are missing from the solution?
– What their biggest pain points are?
– If there are budgets in place for what we’re promoting?

➡️ How easy do you find your way, with your eyes closed?
➡️ How do you hear the music, with your ears covered?
➡️ How can you navigate a conversation, when you don’t have enough information?

✔️Just like that – the tables turn. Our mindset from an interviewee is turned into an interviewer.
✔️Just like that – the nervousness, awkwardness, uncertainty, all disappear.
✔️Just like that – confidence, security, attention, all kick in.
✔️Just like that – the prospect is the one being vetted.

Bottom line:

It’s not about you. It’s not about the prospect.

💫 It’s about the results that you can help them realize.
💫 It’s about the progress you can help them achieve, and how fast you can get them there.

Take a breather and start again.