Too often, I see sellers jump into solution mode before they’ve earned the right to be heard. If you want to build real trust and drive meaningful conversations, start with an “outside-in” mindset, make it about them first. Their business, their challenges, their language. You earn the right to share your solution by showing you understand theirs.
Three ways to do this:
- Lead with a business problem, not a product pitch
- Use their words, not yours
- Play back what you’ve heard before offering anything.
What’s one way you’ve made your selling more about the customer, and less about you?
