Align Your Message to Persuade
Selling ideas requires persuasion at its best. Prospects can't see inside your mind, so they have to trust that you understand them and their challenges enough to create masterful solutions. Do your homework well, then align your interests.
Building trust starts with the fundamentals. Show up as an honest ally, with whom working together would be a welcome experience. Most of us choose or reject relationships based on how closely others resemble us, or who we expect them to be. Establish your credibility by connecting in a meaningful way.
If you’re prepared to speak openly about problems that may arise, you'll increase your trustworthiness. Respect reality and be who you say you are; this is your personal brand promise.
When your prospect feels understood and sees that your assessments of what’s possible are well aligned, you'll be more memorable for the right reasons. Make it ‘all about them’ to gain a mutual understanding.
After all, being likeable, fully present, and responsive to your listeners honors their hopes and fears, challenges and successes, and gets you closer to honest dialogue so you can explore ideas together. The chemistry check and the go/no decision lives in each of these steps. This adds up to the highest likelihood you’ll compel your prospect into a willing commitment to collaborate. Imagine that!
Sarah Vander Zanden helps her clients capitalize on their strengths and build their skills to communicate and manage key relationships well. Contact her at sarah@vanderzanden.com, or 612.338.8182.