- Re-engineer a preexisting vision of a solution. It’s always about their expectations and not yours. These expectations regarding price, or other expected rules, can make your feel trapped. Change the rules of the game. Ask them to tell you about how they see themselves working with the services of a company like yours.
- Prepare a list. Find out about their preexisting expectations, and prepare a list. List what your competition offers, what they can’t do, and how you are unique. You will use this list to ask some control questions. This will give you more leverage, as you remove the trap, and show them how you differentiate from your competition.
- Ask some control questions. “As I understand, this is what you want from my services (and repeat what he has stated), do I have that correct?” “Would it also help if you had a system to manage your day?” Then, ask them what they are doing now. Now, he can compare how he does it today and how he could do it with your help. He can envision himself benefiting from your services.