Steps to a Sales Prospect Selling Themselves

Let’s face it—no matter how many hats you wear in your company (and there might be quite a few!), there’s one role you’ll always circle back to: salesperson. Every day, you’re out there selling yourself, your vision, your values, and your products. But selling isn’t exactly a breeze. Customers are overwhelmed with options, cautious with their money, and always a bit skeptical.

Sometimes, knowing your product inside-out isn’t enough.

You need that little spark of sales magic, that surefire technique to get prospects leaning in and eager to say, “yes.” Having been intrigued by the psychology of sales for years, I’ve tried out all kinds of methods, and this one stands out as a favorite. It’s simple, effective, and—best of all—it gets your prospect selling themselves. Here’s how it works.

How to Get Your Sales Prospect Selling Themselves

1. Start with your pitch.
Nothing fancy here—just bring your A-game. Clearly outline the features, benefits, and standout qualities of what you’re offering. This is the time to lay it all out and make sure they see why your product or service is perfect for them.

2. Invite their questions.
Before moving forward, ensure that everything’s crystal clear. If your prospect has even a sliver of doubt or confusion, address it. There’s nothing worse than reaching the end of a pitch and realizing they weren’t entirely sure what was on offer.

3. Gauge their interest.
Now here’s where it gets fun. Ask, “On a scale of 1 to 10, how interested are you in working with us?” A 1 means “not interested at all,” and a 10 means they’re ready to sign on the dotted line. Ask for their number.

4. What if they rate you at a 5 or below?
This doesn’t happen often, but if they do, consider it a sign you need to reframe your pitch. Try connecting your product or service more closely with their unique needs and address any objections they’ve hinted at. Adjust and connect to see if you can get them to bump up that number.

5. Most prospects rate around a 6 to 9.
When they share their number, act a bit surprised. If they say an 8, you might respond with, “Wow, I thought you’d say a 7!” This catches them off guard—in a good way. Then, ask them, “Why did you go that high?”

6. Watch the magic unfold.
Now, sit back and listen as your prospect explains why they’re interested. They’ll start sharing all the reasons why your product or service is the right fit, justifying their answer out loud. And while they’re explaining it to you, they’re also convincing themselves! Stay attentive, and maybe try to hold back a little smile as they sell your product for you.

7. Close the deal.
After they’ve laid out all the reasons they’re interested, it’s time to seal the deal. Show them you understand their needs, reiterate their reasons, and ask if they’re ready to move forward.

By the time you reach step seven, you’ve got a great shot at that sale. Is it foolproof? Not entirely. But this technique is highly effective because it flips the script, letting your prospects talk themselves into saying “yes.” They get to feel the excitement firsthand, realizing for themselves that you’re the best choice. It’s a beautiful thing.

Steps Photo via Shutterstock

This article, "Steps to a Sales Prospect Selling Themselves" was first published on Small Business Trends