Balance Of Power In Sales And Why It’s Important
How do you strike a balance of power in a sales situation?
Have you heard me say a million times that as a salesperson or business owner, it's important to remember that the sales process is a conversation between two parties? Both parties have needs, and both parties have power. This makes it crucial to strike a balance of power with a potential client to create a win-win situation. Finding balance can be challenging, and it's essential to building a strong and healthy relationship with your clients. How can you balance power with a potential client when making a sale?
Listen to Your Client
- One of the most important things you can do to balance power with a potential client is to listen to them. This means TRULY hearing what they have to say and understanding their needs. By actively listening to your clients, you're giving them power in the conversation. When they feel heard, they're more likely to trust you and be open to your suggestions. This creates a more balanced relationship where both parties feel heard and valued.
Ask Open-Ended Questions
- Another way to balance power with a potential client is to ask open-ended questions. This means asking questions that require more than a simple yes or no answer. Example: “What is your biggest struggle in regard to (insert context). By asking open-ended questions, you're inviting your client to share their thought process with you. This helps you understand their needs better, and it also gives them power in the conversation. When clients feel like they're part of the conversation and can share their ideas, they're more likely to trust you and be open to your suggestions.
Share Your Expertise
- When making a sale, it's important to remember that you're the expert. You have knowledge and experience that your clients don't have, and it's important to share that with them. However, you don't want to come across as overbearing or pushy. To balance power with a potential client, ask permission before sharing your expertise. When permission is given, share your expertise in a way that's helpful and informative. This means providing value without being salesy. When you share your expertise in a way that's helpful, you're giving your client power by helping them make an informed decision. Here is a short podcast episode with a few more tips about this.
Be Honest and Transparent
- Another way to balance power with a potential client is to be honest and transparent. This means being upfront about what you can and can't do for them. It also means being honest about any potential risks or downsides to the product or service you're selling. When you're honest and transparent, you're giving your client power by allowing them to make an informed decision. You're also building trust and credibility, which is essential for any long-term relationship.
Focus on Building a Relationship
- Finally, to balance power with a potential client, focus on building a relationship. This means taking the time to get to know your clients, understanding their needs and goals, and finding ways to help them achieve these goals. When you focus on building a relationship, you're giving your client power by showing them that you care about them and their success. This creates a more balanced relationship where both parties feel invested in each other's success. Here is a quick tip on an easy way to build a relationship.
Balancing power with a potential client is essential for making a successful sale. By actively listening, asking open-ended questions, sharing your expertise, being honest and transparent, and focusing on building a relationship, you can create a more balanced and healthy relationship with your clients. When both parties feel valued and heard, it's easier to create a win-win situation to benefit everyone involved.
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