The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind.
Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next step in the conversation and doing nothing to intervene until they do.
Your only goal in an initial conversation is to listen to your prospect’s problem, expand their awareness and understanding of it, and discover whether it’s a priority for them to solve it.
In this month’s Stump The Guru show, I’ll be talking about how do you set goals when letting go of the sale?
I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.