When your are talking with clients/potential clients, team members etc. and you ask them if they are interested in say buying a product or service, undertaking some training, taking on additional work and so on be prepared for a ‘but’ and to do the ‘but flip’.
If they say ‘yes’ straight away all well and good however, suppose they say ‘yes I would but…’ And then give a whole list of reasons why not from money, time, other conflicting priorities, to lack of support and so on. What then?
- Start your response with ‘so if’
- Play back to them all they said e.g. if time wasn’t a problem, the price is right and you have access to the funds, your partner was available to child mind… then you would do/buy/participate’
- By flipping the ‘but’ excuses around you can quickly test if those conditions were met they would take the action
- Their response will either tell you that yes, if the potential barriers are overcome they would buy the product/service, undertake the training, work additional hours etc. or they’ll give you the real reason why not – possibly prefaced by a ‘but’!