A great many consultants completely miss opportunities to solidify relationships and close business because they aren’t “in the moment.” Instead of engaging in a conversation with a peer (the buyer) they are trying to anticipate what the other person is going to say so that they have the “perfect” response—as a subordinate to a superior. They want to get a high mark on the test.
Business meetings aren’t tests. You’re not being evaluated for having the “right” answer. Nor should you be trying to support and cater to the other person’s opinion. You should be an expert engaged in a discussion. Picture yourself in your home or the other person’s home discussing an issue.
If you sit in front of a buyer not really listening but trying to anticipate so that you can say the exact right thing to be pleasing, you’re no longer a peer.
You’re a performing seal.
© Alan Weiss 2013