High-Intent Selling

When you’re doing outreach, pitching, or qualifying, lead with your desire to help people and solve problems. That is your high intent from which all your communication should originate.

Nobody wants to be sold. It's gross. Don't try to sell your prospect or convince them of anything. Instead, focus on describing what your ideal client looks like, why they hire you, what kinds of problems you solve for them, and how you've helped them.

Show that you're okay either way—if you close the deal, if you don't close the deal, all is well. State upfront that you're simply having a conversation to see if you can help or not; if someone else can be a better help to them, that's fine. This approach doesn't mean that you don't care or don't want to close business. Rather, it lowers the stakes and puts all involved at ease. 

When you’re coming from a place of high intent, you will have more effective conversations and come across as more attractive and more interesting to your prospect. Grounding your sales process in high intent allows everyone to relax; once the ball is rolling, you can charge a premium and do good work for good people.

 Onward.

Tom

Want more tips from Tom? Watch our Tom Tips Videos >>

---

Also in Tom's Blog