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Trying to ‘sell’ something to anybody can be hard, but when you ask somebody what they need help with they will gladly tell you.
And in doing so they will give you lots of hints to how you can ‘close’ a deal with them. So be quiet and listen. When you’re creating new relations or selling you should only talk 20-30% of the time, and spend the rest of the time listening and taking notes.
Be genuine. Ask how you can help your prospect (within your area of expertise of course), and be relaxed about the answer.
If they need help with something that is your core product or expertise, then all you need to do is close the deal. If it’s peripheral or your offering can be adapted to meet their needs, then it’s a maybe; and if what they’re asking for is something that doesn’t really fit, this isn’t a prospect. Close the conversation, be polite and move on to the next prospect.
Don’t be afraid to tell your prospect what you’re doing; they’ll appreciate your honesty. If you have built good rapport with them already ask if they know somebody who really needs your product or service.
