The Get Real Project
Contact us | Subscribe
  • Home
  • Why Get Real
    • Consult better
    • Sell more
    • Be a trusted advisor
    • The bigger picture
    • On a more personal note
  • How we help you
    • Signature Programs
    • How we deliver
      • Immersion Workshops
      • Mastery programs
      • Keynotes
      • Diagnostics
      • Coaching and follow-up
      • Trusted Advisor Academy
  • Who we are
    • Our stand for Racial Justice
    • Our team
      • Andrea Howe
      • Barb Dammann
      • Cate Gregory
      • Deeann Harper
      • Katya Staples
      • Matt Swayhoover
      • Noelle Mykolenko
      • Philipia Hillman
      • Tracey DelCamp
      • Wade Forbes
    • Our friends at Trusted Advisor Associates
    • The Get Real manifesto
    • Our Unconventional Annual Report
  • Our clients
    • Who they are
    • Should you hire us?
  • Real resources
    • The Trusted Advisor Fieldbook
    • Trusted Advisor Academy
    • Weekly-ish Tips Archive
    • Webinars
    • Downloads
    • eBooks
    • Podcasts
    • Videos
  • Andrea Howe
    • Books
    • Speaking
    • Client buzz
  • Blog


Browse:

  • Home
  • Podcast | The Best Way to Close More Deals

Real resources


     

Podcast | The Best Way to Close More Deals



The best way to close more deals and develop close relationships with clients might not match what you think it is. The fact is suggesting a competitor, as contradictory as that might seem, is the best way to build loyalty and win that buyer’s business, says Andrea Howe.

A big misperception among service professionals and salespeople is that trust building and influence happen in a linear and logical fashion, says Howe who presented a webinar Oct. 30, 2012, titled Take the “Sell” Out of Selling: 4 Key Behaviors that Drive Business Development. In reality, they’re anything but that. Trust is paradoxical.

“Paradoxically the best way to close more deals is to stop trying to close deals. Paradoxically the thing people are most afraid to say is exactly what will build the most trust,” she says.

And usually they’re most afraid to say someone else is more suited for the job.

“If we’re trying to convince someone to buy from us, we’re putting ourselves in the driver’s seat. We get really focused. We start with a pre-determined solution, or we get to that solution really quickly if we don’t come in with it. We get attached to the solution,” Howe says. “In short, we end up closing off the options for what is the best decision for that person right now, and I think at the same time we close off possibilities for the relationship.

The desire to help is what causes this to happen to service professionals, she adds.

“That desire we have to help can cloud our vision about what really is the best thing and impacts our behaviors in a way that we end up getting a result that’s not really the best result for us or for [the buyer],” Howe says.

https://thegetrealproject.com/wp-content/uploads/2015/03/Close_More_Deals_Howe.mp3  
SHARE

Tweet



Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *


SHARE :
Tweet
 

     




In partnership with

Trusted Advisor Associates

An Evolution of

Bossa Nova

Get Real

  • Sell More
  • Consult better
  • Be a trusted advisor
i

Keep it real

  • Reprise: Why it matters what you do when you stumble over someone’s name (in the small scheme and the grand scheme)
  • Reprise: What NOT to say to a grieving client

Subscribe

  • Try our weekly-ish tips >


© 2014-2022 The Get Real Project. All rights reserved
Privacy statement | Terms & conditions | Contact us

Contact us | Subscribe
  • Home
  • Why Get Real
    • Consult better
    • Sell more
    • Be a trusted advisor
    • The bigger picture
    • On a more personal note
  • How we help you
    • Signature Programs
    • How we deliver
      • Immersion Workshops
      • Mastery programs
      • Keynotes
      • Diagnostics
      • Coaching and follow-up
      • Trusted Advisor Academy
  • Who we are
    • Our stand for Racial Justice
    • Our team
      • Andrea Howe
      • Barb Dammann
      • Cate Gregory
      • Deeann Harper
      • Katya Staples
      • Matt Swayhoover
      • Noelle Mykolenko
      • Philipia Hillman
      • Tracey DelCamp
      • Wade Forbes
    • Our friends at Trusted Advisor Associates
    • The Get Real manifesto
    • Our Unconventional Annual Report
  • Our clients
    • Who they are
    • Should you hire us?
  • Real resources
    • The Trusted Advisor Fieldbook
    • Trusted Advisor Academy
    • Weekly-ish Tips Archive
    • Webinars
    • Downloads
    • eBooks
    • Podcasts
    • Videos
  • Andrea Howe
    • Books
    • Speaking
    • Client buzz
  • Blog