Written by: Vickie Sullivan | July 13, 2017
When to Give Buyers Advice
Giving free advice or ideas is a great way to prove your expertise during sales conversations. Sometimes, though, this well-intended tactic can backfire—even when someone asks for help.
It’s easy to assume that if someone reaches out, they want assistance. And many times, they do.
The key question is about timing. Jump in too soon, and the prospect will feel 1) you don’t know the situation or 2) you’re telling them what to do. The buyer is now one foot out the door. It became a “not a good fit” issue.
Listen: What to do before you give advice
We all want to add value when folks reach out. If we also want to be heard, then let’s make sure our great ideas don’t come too soon. Ask yourself: Does this person want my feedback right now? Timing is the difference between being a trusted resource and being Ms. Bossy Pants.
Other Resources You May Like:
- How to Help People Solve Their Own Problems
- Why Out Sales Pipeline Has Low-quality Prospects
- Strategic Sounding Boards Give real-World Advice for When the Rubber Meets the Road