We have a lot of people that work at a steel mill, and I’ll tell them, “Look, I know what you do for a living. I know that you work with steel or you’re in quality control, and your job is to do this, this and this. Do I know how to do that job? No. Do I care that I don’t know how to do that job? No. That’s not what I do. What I do is this. I help you do this and this, and you shouldn’t feel embarrassed not knowing what I do, because that’s not your job. That’s not what you’re paid to do. You’re coming for my experience. And if I need to know something about steel making, then I would come to you. I would ask you about it.”
And that really kind of breaks the ice for people, the expectations of “OK, if I have a question, ask it. Any question is fine.” We just try to work past it that way. Some of the big objections I find are when someone else always seems to know something that they want to share with everybody else, and you’ve got to get past it.
Hear more in the MDRT Podcast:
The keys to connecting with prospects and clients
Top 5 biggest financial mistakes made by CEOs
Connect better with a powerful question and stories