18 Nov Give Them Control
Here’s a phrase that I want you to integrate into your lexicon five times this week, and measure the impact. I guarantee that it will make a big difference in your ability to influence others. The premise of this phrase is that people want to be in control and want to be in charge of the decisions they make. Admit it because you can’t change it, so you might as well leverage it to your advantage.
Here’s the phrase: “. . . then you can decide for yourself if you’d like to go forward.”
Here’s how to use it if you’re talking with a prospect:
“I’d like to first find out what is important to you as it relates to ____________, and then I’ll share with you how I think my product can benefit you on a personal level in that area. And then you can decide for yourself if you’d like to go forward. Sound fair to you?”
What do you think this does to a prospect that you talk to? It’s the first time he or she didn’t have a sales rep talk to them as if they were a walking invoice. It’s congruent, sincere, authentic, and focused on them. Keep in mind that buying a product or service is an emotional and personal decision, even if you sell to an institution or a corporate entity. Organizations are just made up of people, so appeal to them on a personal level by giving back the control of the decision to them.