To Sell = To Solve a Problem
The sooner we think about selling as problem solving and not pressuring someone into something they don’t want, the better.
Think about it this way, every person you meet with has a problem (nobody is perfect). We offer a service that could solve most of those problems. Start by listening to them to understand the problem, then find the solution in your service. It’s simple, but it’s not easy.
Try these 5 tips in your next No Sweat Intro:
1. Use good body language to convey trust and confidence
Look people in the eye from time to time, sit up straight, nod your head, try not to fidget/look around/check your phone/talk to other people.
2. Find out the emotion behind their goals
A goal is not enough to make a sale. Find out why they are here.
3. Ask “YES Questions”
Typically “YES Questions” end in the contraction n’t, and elicit a YES answer. I.E. Wouldn’t you agree? It is socially awkward to say NO, so most people won’t.
4. Pre-Objection Handle
Sick of getting objections and smoke screens? We like to get them out of the way early in the appointment, before the $$$ shows up. At Two-Brain Business we use the “Why Not” sheet to do this. Contact us for more info on this. This sheet helps solve the spousal, time and other objections.
5. Option Close
Presenting 2-3 options at the point of sale, along with the question “Which option works best for you?” can be powerful. If they don’t just buy off of that, it at least opens the conversation to find the right fit in your services.
If you need more help, we are here for you.
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Jeff Burlingame
