Written by: Wendy Mak
Oh the number of times we’ve all heard a potential client say “let me think about it.”
Or how about “I don’t have the money right now”.
Or my favourite — “I’m just enquiring with a few other people….”.
When you run a business, sales count. And when we’re speaking to a potential client on the phone or in person what we want (and hope for) is an INSTANT “yes”.
Like a good finale of The Bachelor, we don’t want our clients having any doubts. We want them to say YES on the spot to working with us.
Yet I keep hearing (all too often) how you get an enquiry from a prospect and despite your best explanation & effort — they STILL stop short of saying a confident YES to you!
There are several tactics that will help you get instantly better results when you are having that dreaded sales conversation with a potential client.
I share all of these tactics in my new Sales Conversion Audio Training Series (a “listen and learn” 5-part MP3 program – honestly it’s a bargain at just $47 for all 5 x MP3’s – check it out here) but there is ONE key thing that we should ALL be doing in every conversation with a prospect – yet almost none of us are doing this!!!
Find out what in the video below:
Focus the conversation on the customer, NOT the product!
We all fall in to this easy trap – you get a call or enquiry from a prospect, they say they’re interested in finding out about “X” and then we launch straight in to telling them all about “X”.
Seems logical, right?
After all, they want info about “X” and you’re giving it to them.
Here’s the thing — before you launch straight into the detail , take a step back and let your client do the talking!!
What are your client’s problems? What issues are they facing?
Doing this little “investigation” as I call it in my Sales Conversion Audio Training, will allow you to do two very important things:
- know if you do (or don’t) have an effective solution for them (reducing wasted time on the phone if you don’t have a solution or if they’re not the right fit for you), and
- when you get your client to talk about their problems, they start to realise as they’re speaking to you, how much they desperately want to find a solution.
It’s a simple tweak, but super effective.
Our clients know (and feel) that we care about what they’re facing, we’re able to give them the best possible solution AND we’re reminding our clients that they need a solution right now.
So next time you have a sales conversation with a potential client, take a step back, find out what they are going through BEFORE talking about any of your solutions.
As always — I’d love to hear your feedback on this post below in the comments area, and if you want to have better sales conversations and higher conversions, check out the Sales Conversion Audio Training program here, available to download right now.
Until next time!