Business development consultant Terry Rice shares his tips for winning bigger deals and avoiding ghosting, no matter what field you’re in:
- Ask a potential customer: “What should be done to ensure that you are satisfied with our cooperation?” You can rephrase that as needed to better suit your business. The overall goal is to get clarity on the results they are looking for.
- Once you understand their needs, ask, “Would you like to hear how I can help you?” Assuming they say yes, you now have permission to pitch. The good thing is that your pitch will flow more naturally into the conversation so it doesn’t feel like an abrupt pivot.
- Finally, ask, “What’s stopping you from saying yes today?” This question allows you to find out all their objections in real time, instead of going back and forth via email or just getting ghosted.
Using this framework on your next conversation will give you more clarity and confidence, but remember that even as a seller, you should always be the buyer. Only work with people who respect you and who really want to help you.
Related: How Do I Generate Leads Without Annoying People?
