Menu Selling 180 0
  • Blog
  • Tom Tips
  • Toolkit
  • Services
  • About Tom
  • Contact
  • Sign in
  • Your Cart is Empty
Selling 180
  • Sign in
  • 0
  • Blog
  • Tom Tips
  • Toolkit
  • Services
  • About Tom
  • Contact
Access Denied
IMPORTANT! If you’re a store owner, please make sure you have Customer accounts enabled in your Store Admin, as you have customer based locks set up with EasyLockdown app. Enable Customer Accounts

Keeping Your Prospects Psychologically Okay

During the qualification process, it’s important to keep your prospect “psychologically okay,” by which I mean relaxed and in a state where they can engage in meaningful, honest, valuable conversations with you.



Here are some ways to set the tone for efficient, in-depth communication…

1. Orient your prospect to your process. Lay it out and explain what steps one, two, three and onward will be. Get their buy-in. When you take the lead and establish structure, they will relax.

2. Every conversation needs to have an upfront frame. At the beginning, state how much time you have set aside to talk, the intent of the conversation, what you're going to cover, and what will happen at the end. If you’re clear and direct with your prospect from the get-go, they will let their guard down, and a more open, authentic conversation will be possible.

3. “No” must be okay at the end of each step. This is the most uncomfortable pointer to put into practice. After each step and every conversation (especially the first few) in your process, let your prospect know that it’s fine if their answer is “no.” Either one of you can decide at any time if it isn’t a fit. When you send the message that “no” is okay, your prospect will be more at ease, which will create space for in-depth, revelatory conversations.

Bottom line, it’s your job to keep the prospect “psychologically okay” during the buying process. Adopt these three practices and see what comes of your initial conversations.

Onward.

Tom


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




Also in Tom's Blog

Talk Less
Talk Less

Read More

Your Only Competition Is You
Your Only Competition Is You

Read More

Is There Anyone I Should Talk To?
Is There Anyone I Should Talk To?

Read More

Subscribe

Learn what to say and how to say it. Sales advice, free templates & more.

+Recent Articles

  • Talk Less
  • Your Only Competition Is You
  • Is There Anyone I Should Talk To?
  • Saying No
  • Caring
  • Don’t Scurry
  • Stop Complaining
  • Good Starts
  • Pain
  • Referrals From People Who Know You
Invalid password
Enter
  • Selling 180° Coaching
  • Free Shipping
  • 100% Guarantee
  • Privacy Policy
  • Terms of Service
  • Your privacy choices

Learn what to say and how to say it. Sales advice, free templates & more.

© 2025 Selling 180.
Powered by Shopify

Buy The Book

The Selling 180° book teaches a new mindset and approach to selling and offers practical tips and scripts that you can immediately apply.

Available on Amazon ›