How many times have you done this?
You’re on the phone having a sales conversation, eager and with a smile on your face. You start talking (non-stop) and because you’re excited you begin to promise your prospect everything (including the moon and the stars!) if they purchase your product or services.
I’m guessing that, at this point, your prospect is starting to raise an eyebrow, and think…. “Yeah, right….another sales job!”
Stop for a minute and ask yourself: do YOU like when that happens to you? Do YOU like being talked at and sold to when you’re on the other end of the phone? Of course, you don’t.
So… STOP DOING THIS! When you act this way you build DISTRUST, which is the absolute worst thing you can do in sales. If your prospect doesn’t trust you, game OVER.
Instead, what if you showed some interest in THEIR needs, and put your “sales goals” on hold for a bit?
Let’s face it…prospects aren’t likely to buy your services or programs unless they feel confident that you care about them, understand their needs, and will deliver on your promises. Follow these few easy steps to give them the confidence to take the plunge and say, “Yes, when do we start?!”
- Let Past Clients Do the Talking
The proof is in the pudding… Nothing shows that you deliver and make good on your promises like a satisfied client. So, weave client results into your sales conversations. I’m not talking about awkwardly reading off testimonials during your session, that would be strange! What I mean is to lightly mention them when it makes sense. For instance, try something like, “Yes, wow, I totally hear what you’re saying. That reminds me of one of someone I worked with recently, Joan, who was in a similar spot as you, where she (describe the problem she had). In just a few months, she’s been able to (mention the results she’s gotten from working with you).” Quick tip: when mentioning client results, try to paint a sharp before and after picture in order to make it clear the powerful results you help produce.
This brings me to my next tip…
- Be Specific About the Results of Working with You
Specific outcomes are more believable than vague, generic brags. (“We increased her revenue by 5K per month,” says a lot more than “She quickly built her business into what she always dreamed of”). In order to do this successfully, take the time to really listen to what your prospect wants. Ask deeper questions. When you use the art of listening during your sales conversations, you’ll unearth valuable information. If you can help them, you can then directly answer what they said they want (“So you’re eager to heal the back pain that’s been plaguing you for years and holding you back; our average client has gotten relief from chronic back pain in as few as 3 sessions!”).
- Be Realistic
Don’t alienate prospects with outcomes that sound too good to be true. Yeah, we all know the old saying that if it sounds too good to be true, it probably is. Unrealistic outcomes steal your credibility and leave the prospect with a raised eyebrow.
Think of it this way: what if you understated the benefits…then, when your client generates powerful results, she’ll just be that much more satisfied. I’m sure you’ve heard the saying, “under promise and over deliver,” which is one of the best ways to create immense client satisfaction and a constant stream of referrals.
Prospects who believe in and trust you aren’t afraid to buy from you. That means higher sales numbers and greater profit.
Please let me know your thoughts on this post, I love hearing from my community.