Don’t Teach When Selling

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Commercially smart thought leaders resist the expert’s urge to teach when extending an invitation to work together to a new client.

The commercial conversation is about invitation and exploration, try not to make it about education.

Review your last commercial conversation with a client who might buy.

Ask yourself, how much were you talking?
When you did talk, were you showing how much you know about your area of expertise? Or were you responding to what the client just shared?
Did you follow the flow of the conversation or were you simply saying what you had previously planned to say?

Be fluid and agile in commercial conversations, be open and curious as to what your client may need. And when it comes time to propose something, do so in a clean and direct fashion.

Be more invitational and less educational when you are having conversations that have a commercial intent and agenda. In our school for experts, we use a tool known as the green sheet to move from expertise to empathy in commercial conversations. If you would like to know more or join us, go here. Love to help you make a bigger impact with your ideas.

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