When it comes to making a sale we can all get a little excited. That excitement, unfortunately, can work against us by scaring off our prospect. Prospects (just like you and me) do not like to be put under pressure ina selling situation. They become very creative with their objections and reasons for not committing to saying yes to your proposal.
Picture a scene where you are trying to coax a skittish pet to come to you by holding its favorite treat in your hand and running towards it saying: “Come Here!”. Well people are similar in their reactions to an overly full on sales pitch – even if what you are selling is what they need. Next time you find yourself in a sales situation try the following:
- Listen to what they have to say so you can find the problem or issue they have. You are looking for a match between what you provide as a solution (your products/services) and their problem. You will never make this connection if you are busy talking.
- Show them you understand their problem and that you know what the cause is. Explain the cause and ask the prospect to reveal what impact this problem is having on them. “So if this continues on without any change what do you think will be the outcome?”
- If there is a match with your services you can then check whether they are keen to hear of a potential solution to their problem. You may offer a free consultation, seminar, webinar or report to open up the communication. Do not try to sell them anything at this stage. Build the relationship by creating trust.
Now, if the prospect is happy to talk to you and appears open to questions, you may do some qualifying.
Use the MAIN technique here. Do they have the:
Money or budget to allow them to afford your product/service
Authority to engage you or buy from you
Immediacy – are they after a solution right now?
Need – is there a genuine need for your services? (No need, no sale)