I think it’s better to understand the root cause, and deal with it. After all the idea is to build a business relationship that lasts–one that generates referrals.
Let’s leave the mind control tricks to the folks selling the Brooklyn Bridge.
She’s your latest client. She was referred to you by her friend Gary who you helped last year. She’s got a problem and hopes you can help.
But— She’s afraid.
She’s not sure your product (or service) can help. She’s distrustful because she doesn’t know you. And she doesn’t trust her own judgment, which is rational because she doesn’t have enough information or knowledge about you, your product or service to make a decision.
She’s been afflicted with buyer’s remorse in the past. Lots of times. She’s been conned. She’s been dumb. She’s paid too much. She’s been over-promised. You should be familiar with that. No doubt the same thing has happened to you.
Of course you don’t know all this. Like the rest of us, she hides this uncertainty. Like all of us, she wears a mask to protect herself. For example, her masking behavior might be:
And if you aren’t aware, you might take that mask personally. You might make assumptions that aren’t true.
- If she’s aggressive you might end up arguing
- If she’s quiet you might think she’s not listening
- If she’s friendly you might assume premature success.
- If she’s professional you might be intimidated
Let’s be clear, your job is not to change Sue or somehow trick her to trust you.
Your job is to reassure her that your main goal is to uncover her need(s).
And listen well and show her you hear them.
And propose your solution or tell her about product.
And ask for the order.
Whether your product or service is the solution she wants is her decision– not yours.
This frees you up to be relaxed and professional about your contribution.