Have you ever heard of the expression, “A confused mind never buys”? Many prospects that talk to you may not be sure if they are asking the right questions or even know exactly what their problem is. If you can help them get clear on what to solve you are giving them a tremendous value. Clarity is king.

If the solution you are selling is the best fit, then the purchase becomes the next logical step with little in the way. Even if your product or service isn’t the solution and you are able to refer them to someone else you are still the hero whom they may refer in the future. How you may ask? You actually helped them to become confident that they are choosing the right solution.

Coaching training develops this ability in two ways:

• You discover how you listen, how you don’t listen. You learn the techniques and the skills to listen for what matters to other people and begin to hear what they really want.
• Listen for what the real problem is rather than just answering the questions that they have. Help them find the underlying cause of it.

Once you know what’s important to a prospect and what matters to them you will be clear if your solution is a good fit. Then you can speak to only their concerns instead of everything that you can offer.

If your solution is a fit, you just gave them a buying experience where they did not feel like they were being “sold.”