When you’re selling, your job is not to convince anyone that they need what you’re offering. Your job is not to pursue, persuade or pin down. Your job isn’t about telling them when or where, and certainly not about getting them to accept a why they don’t believe in their heart.
Your job is to provide a way that they can convince themselves, to give them a framework they can use if they want, to provide the tools when and where they’re needed … just as soon as they’ve worked out they want to in the first place.
Give them a system, show them that it works and be prepared to explain the rationale behind it. If they’re interested, they’ll ask. If not, you’ll be free to spend your time with people who are – the ones who actively want to know more.
Skippy strategy: Spend your time with whoever wants more.
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