Does this sound familiar?
You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up…and you freeze a little because it’s time to talk about money.
You take a deep breathe and with excitement you say “The price is…what do you think…do you want to get started?”
Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.”
You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next.
So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?
Do they really mean it, or are they just trying to end the call? What’s really going on?
Unless you know how to respond to such statements (“Call me later…I can’t afford it…Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?
It’s your job to push them past their pre-set limitations.
It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.
If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?
Here’s the First Thing To Do:
The first thing to do is to realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision. After the objection, try saying this:
“Would it be okay if I asked you something about this?” You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way. You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further. Next, ask questions related to their “stall.”
For instance, if their stall is “Let me think about it.” You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”
Or you might say..“Before we hang up, may I ask you something?” “Usually for me, when I say I have to think about something it means one of 3 things: either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you?”
Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.
So if you think you stink at sales. You’ve just never been taught the divine, authentic, feminine way to sell. Until Now!
My recent Sacred Selling Training Webinar may be just the nudge you need. You can access the replay here: http://womenswealthrevolutionsales.com/sacredsellingwebinar
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