My Dad recently had emergency surgery to remove his gall bladder. Now, I realize that the gall bladder is a part often removed. BUT, not from MY Dad who is 72, had 2 heart attacks and quintuple coronary artery bypass surgery!
I rushed home—a 5 hour drive—very emotional. I got to the hospital just in time for the doctor to share the process of the surgery with me, my Mom and my sister. And that’s when it hit me. The (instant) minute the doctor laid out his process, our minds went from emotional to logical.
AHHHHHH, relief.
We preach “process” like crazy when working with our clients. It’s all you’ve got really. You can’t control outcomes or people, but you can control your “process.” Just like the doctor. Now, the sales process isn’t surgery, but it (can be) is very emotional—both for the seller and the buyer.
Have you incorporated elements of your sales process to calm the emotion of the buyer?
Do you treat your sales process as a way to calm the emotion of your buyer? No one likes surprises. Your prospect is looking to you as the expert. You must lead them!
Your process should include a step to get both your head and your prospect’s head in the right place. Do you both feel safe? Do you want to share information? Is your intent to help or to wring them dry of money, time and resources? Do you know how to really communicate how you work with your clients (and get paid for it)? How is their life better with you in it? Do your prospects know the cost of their problem? Better yet, do you know how to help them figure that out? And do you have a procedure for all of these things?
If you want to make a huge impact in the lives of your prospects and clients, handle them with care. Keep them okay by having a process, walking them through it, and trusting that it is the best way to do what you do.
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