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

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