In this episode from my archive, Merit Kahn explains how you can transform any sales conversation with four simple words :
Shift from Selling to Selection: To be selected as the right solution focus on guiding potential customers through their decision-making process rather than pushing a sale.
The Power of "Are You Open To?": These four words help you figure out if the prospect is open to hearing new ideas and reduces resistance, making the conversation more collaborative.
Self-Reflection and Openness: The sales process is about you as well. Are open to new possibilities. This mindset can positively influence how you present your solutions and connect with others.
Inclusive Decision-Making: This approach makes the customer feel in control. Instead of forcing decisions, asking questions like "What would you like me to do now?" allows the customer to guide the next steps, creating a more comfortable and empowered experience.
