Question: How do I tell people what I do in a way they find interesting, then have the finesse to interact in such a way where they want to hear more and end up wanting to buy from me?
Answer: You always have someone’s attention when you’re asking them the right questions about themselves and you’re sincerely interested in the answers.
That’s why it’s so important to have a structure to follow for creating your presentation that helps you discover what to say when and how to say it to each of the 4 personality styles. That’s what you get in the Getting to Yes program. It would be difficult for anyone to sit down and write an effective presentation without a framework to create it within. Where would you even start?
For one thing, right now most small biz owners are flying by the seat of their pants when it comes to a presentation. What most people do is this: you explain what you have and how it will benefit the person you’re talking to and then you tell them the price and ask them to buy. That just doesn’t cut it. The time you spend up front establishing rapport and getting to know your prospect is so important.
How that conversation is handled is the biggest factor to whether they continue to listen and also what your chances are of getting to yes. The other major factor is what I call the survey process where you discover what’s going on with your client, where the real issue is, and most of the time it’s not what they initially thought it was. You discover this by the way you ask questions.
Another thing that prevents you from keeping them interested is that you do your presentation based on information that’s important to you-your personality, because you don’t know how to translate it into any others. That in itself limits your effectiveness to 25% of your potential clients. You could literally leaving 75% of your income on the table!
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