What is it?
When you are looking to sell something, you need to give your buyer the information and opportunity they need to make the best decision for themselves.
Why does it work?
It works because it removes the need to be pushy or try to convince someone to buy something. If you reframe the situation as you provide the information and opportunity necessary to buy, then you give the buyer control over the situation. No-one likes to be sold to and everyone likes to buy, this is down to a feeling of control. The more in control your buyer feels, the more likely they are to buy.
How can you use it?
In your next selling conversation, focus on information and opportunity – does your buyer have everything they need to make an informed decision?
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