We're always talking about reasons why prospects aren't responding - You're not doing this, you need to do this, etc. How about we get a little positivity in here and talk about all the reasons why your prospects ARE buying from you? Today sales trainer Jim Domanski reminds us of all the things you're likely doing right, that are getting you the sale. Congrats on all your hard work!
"Closing is often cited as the most difficult skill or technique for sales reps to master," says Domanski. "The primary reason for this is the fear of hearing "no."
Give your head a shake! Sure prospects say no, but a lot of them say yes.
Give yourself a fight chance. Instead of focusing on why a prospect might say no and freaking out over it, focus on why a prospect (or customer) might say yes. By doing this you create a positive mindset and you begin to think of why you should ask for the sale instead of why you shouldn't.
Post this list somewhere visible. Read it two or three times a day or whenever your spirit is flagging.
Here are 20 Reason Why Your Prospects Might Say Yes:
1. For whatever reason, the client likes you. People buy from people they like.
2. The client trusts you. Double whammy. People buy from people they like AND trust.
3. They see the value of your product or service.
4. Your price is good. Maybe even great.
5. They want what you have.
6. The prospect doesn't like your competitors.
7. The prospect doesn't see any extra value in your competitors.
8. He/she is in a good mood and buys off the cuff.
9. The prospect is in a hurry and wants to save time.
10. The prospect is unhappy with their present supplier and wants a change.
11. The client wants to minimize his risk with the present supplier.
12. The prospect wants to send a "message" to their present supplier.
13. The prospect wants to make a change in product and try something new.
14. The prospect is a new buyer and has no allegiance to the existing vendor.
15. You sell well. You're good at what you do.
16. The decision to buy from you can make the prospect look good in the eyes of his boss.
17. You have a great offer. Why not?
18. You are politely persistent and the prospect admires your tenacity.
19. The prospect feels the need to reciprocate because you did or sent something of value (like an article, a card, a bottle of BBQ Spice).
20. Your marketing material was persuasive.
There are probably 25 more reasons if you simply take the time to think. Many reps dwell too much on why a prospect might say 'no' and convince themselves not to ask for the sale. This leads to discouragement, stress and burnout. The smart choice is
to go into a sale thinking of all the reasons why a prospect might say yes. This leads to a positive attitude that reflects in your demeanor and in what you say.
Think yes and sell more.
Jim Domanski is the President of Teleconcepts Consulting Inc. and works with companies and individuals who are frustrated with the results they have been getting when using the telephone to generate leads and sales. For more information visit: www.teleconceptsconsulting.com or call 613-591-1998.
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