Whatever the product and/or service you are selling, be certain that achieving your prospects' needs, goals and objectives are your priority. WIFM - "What's In It For Me?" is what they are asking themselves and the answer you must provide them. Why should they buy from you? Why should they trust you? Why should they choose your product and/or service over anyone else's?
By building trust, establishing a relationship and making a true connection you can open the space for selling to them with ease. Begin by asking questions to learn more about their needs, their desires, their challenges. Ask questions that begin with the old newspaper format... Who? What? Where? When? Why? How?
For example: "Who else might benefit by your purchasing this ...?" "What would your business or life look like if you added this product and/or service as an enhancement?" "Where do you see your business in 5 years?" Where in your life would you like to see enhancement?" "When would you like to see change happen?" "When would you like to begin using this product/service?" "Why wouldn't you want to purchase this product/service?" "How do you see this product and/or service enhancing your business or life?"
Once you have the answers to these questions and you have a true understanding of the solution that will best assist them in achieving their goals, you can express to them the WIFM - the value they will receive.
Keep in mind, establishing a real connection with a prospect will most likely take more then one meeting - more then one question - more then one phone call. It can take several 'touches' (a combination of emails; voicemails; meetings; social media reaches; etc.) for them to even recognize your name and company. Be persistent and stay focused on the value you can provide them with the intention of making a connection first, the sale will come naturally.
Happy Selling! Debra