Menu Selling 180° 0
  • Blog
  • Tom Tips
  • Tools
  • About Tom
  • Contact
  • Sign in
  • Your Cart is Empty
Selling 180°
  • Sign in
  • 0
  • Blog
  • Tom Tips
  • Tools
  • About Tom
  • Contact

“Open To…”

When we're prospecting, we tend to focus our pitch on how great we are and our special capabilities while forgetting that we can also ask something of the prospect. We should let them know, in order to be a good fit for us, they're going to need to be “open to” certain ways of working—for example, new ways of sharing information and new ideas; paying a premium for services; collaborating with someone who's not a brand name, someone who will give them hard truths, and engage in real partnership dialogue.

For someone to be a good fit for you, what will they need to be “open to”? We're so afraid to use that kind of language when we're prospecting because we worry about scaring people off, but I use it to weed out those who were going to be bad clients anyway. Using this sort of language cuts through the clutter because your competitors are probably not approaching prospects as boldly.

The next time you work on your marketing language, consider, “What do my prospects need to be ‘open to’ in order to be a good fit for me?” Your client relationships are a two-way street, so it’s essential to partner with people who are “open to” your unique offerings and approach.

Onward.

Tom


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




Also in Tom's Blog

Final Step in Your Sales Process
Final Step in Your Sales Process

Read More

Curiosity
Curiosity

Read More

Stop “Just Checking In”
Stop “Just Checking In”

Read More

Subscribe

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

+Recent Articles

  • Final Step in Your Sales Process
  • Curiosity
  • Stop “Just Checking In”
  • Qualities of High Performers
  • Ask Three Clients
  • “Five” Keys to Effective Selling
  • “Open To…”
  • Better Pipeline Review Meetings
  • Effective Initial Conversations with Prospects
  • Pep Talk

Invalid password
Enter
  • Free Shipping
  • 100% Guarantee
  • Privacy Policy

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

© 2023 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 ›