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Removing Pressure in a Sales Conversation Jim Latham Managing Principal, Waddell and Reed

How to Neutralize Forward Movement (Pressure) in a prospect/client interaction

Any assertion, any statement, or anything a person says in a “sales” situation that isn’t a question represents forward movement.

Example:

• “I prefer to meet with people in my office, but if that’s a problem I’m willing to meet at your home.”

This states a preference = pressure. When people feel pressure they shut down, disengage, withhold information and resist making commitments.

So… how do you neutralize forward movement?

ASK frequent buy-in questions as you move the conversation forward.

Examples:

• Does that make sense to you?
• Does that sound like a fair approach to you?
• Are you comfortable with that ides?

How to use this pressure-removing approach in our previous situation:

• “I prefer to meet with people in my office, but if that is a problem I’m willing to meet at your home. WHICH ONE WOULD WORK BEST FOR YOU?”

When you ask buy-in questions of a prospect/client, there are two possible responses.

1. They are with you and agree to your assertion.
2. They do not agree to your assertion.

If they are with you, keep moving forward. If not, iceberg them (ask questions that go deeper) to find and resolve their reason for disagreeing.

Neutralizing forward movement is a communication skill that shows respect for the prospect/clients preferences and feelings. By reducing the feeling of pressure, you and the prospect/client have a more comfortable conversation, you are more effective and relaxed, your prospect/client is more open and willing to engage in a positive way.

We all want to do the very best for those with whom we work. This helps! Buy the way, try using buy-in questions with your spouse or significant other, enjoy the results!

If you have any questions on “iceberging” call me or wait until my next 3-minute educational moment. If you have any questions or want any help with referral marketing, please contact me.