Why you need to add Lean-Forward Moments (LFM) to your Sales Repertoire now.
Here is a familiar problem:
Every sales rep wants to engage with their ideal buyers. But buyers are now constantly being bombarded with seller outreaches, and they have become very choosy about whom they want to engage with.
After all, they don’t want to have their time wasted by unsolicited and unsuitable sales pitches. Putting it another way, they want to make sure that their time with a rep is worth it.
So, how do you engage effectively with your buyers in the face of their reluctance?
The quality of your customer engagement is now super-critical to your sales success.
First off, you don’t pitch them. You grab their attention. You make them want to ask you a question about what it is you are selling. You INTRIGUE them. You create a Lean-Forward Moment.
What the $&@# Is a Lean-Forward Moment?
A Lean-Forward Moment is when you say something to your prospect that they find valuable and intriguing. It’s something that makes them sit up and take note, something that makes them literally lean forward and say, “Tell me more about that.”
It’s curiosity.
The Lean-Forward Moment is a physical indication that the wheels are starting to spin in their head. They are now alert and ready to listen.
Why Is a Lean-Forward Moment Necessary?
When a prospect says, “tell me more,” or asks you a question, they are giving you their explicit permission to sell to them. Then, and not a moment sooner.
Only once they lean forward have you begun to really engage with them. It is now that you can have a business conversation where you are in the position of someone with the knowledge and ability to HELP THEM make an informed buying decision.
How Do You Create a Lean-Forward Moment?
There are only three ways to create these moments:
1. You make the prospect aware of a business opportunity they didn’t realize they had.
2. You warn them of a risk they didn’t know they are exposed to.
These first two options are challenging. To create Lean-Forward Moments around opportunity or risk to the prospect you almost need to understand their business even better than they do. It’s difficult, but not impossible.
Having experience with other businesses like theirs, businesses in the same sector that are facing the same issues, will give you an edge. From this position, you can lead a conversation with an intriguing point of view or an insight that will challenge their current thinking. It can be done, but it requires you to do your research and be prepared to defend your position.
3. Help them understand that they have a NEED for what you are selling.
This third option is much easier to implement. Plus, it is far more scalable than the previous two because it involves less research, time, and effort.
This is the option I teach my clients to use. It can work wonders for you, too.
Can They Work For You, too?
The Lean-Forward Moment is just one of ten techniques I teach my clients.
Would you like to know more about how they can work for you, too?
Click the link below to find out:
Lean forward with me,
Peter Strohkorb
About
Peter Strohkorb is the Founder and Principal of Peter Strohkorb Advisory, the international Sales Acceleration Advisory firm with a growing list of clients in the B2B services and tech space in the US, Australia, and in the UK.
Our motto is: “More Sales, Faster”
and that is exactly what we deliver to you, our clients.
Contact
Phone AUS: +61 (0)411 865 301 | pstrohkorb@peterstrohkorb.com
Phone US: +1 (628) 246-1242 | peterstrohkorb.com