| “I need to think about it.”
These six words might seem simple enough…
But for most sales professionals and entrepreneurs out there…
… They’re the single most terrifying phrase they can hear.
Getting a “No” is easy enough.
They aren’t interested, it’s not a good fit, and you move on with your life.
“I need to think about it,” means they’re interested… they want to invest… but YOU weren’t able to get them off the fence and convince them to take action.
And if you’re hearing this objection more than once in a Blue Moon..
Chances are good that you’re making a fatal mistake in your sales process.
And it’s causing some of your best leads to wait to work with you until “Someday”
(A day we all know will never come).
Here’s what I mean:
Imagine walking into your doctor’s office and… before you say a word he tosses you a bottle of pills and says…
“Hey, I just got these new antibiotics. They’re really great and a lot of my patients who didn’t feel good have gotten results with them. You should take them.”
How much faith would you have in that prescription?
Not much, right?
And I would hope you’d look for a new doctor because that quack shouldn’t be practicing medicine.
Now compare that to a normal conversation where you explain your symptoms and what you’re feeling…
The doctor listens and asks some questions, checks you out, and maybe even runs some tests.
Based on his analysis and medical expertise, your doctor forms a diagnosis of your problem…
Then prescribes a medication to cure the ailment.
A solution based on diagnosis.
And because your doctor conducted a thorough examination of your problem, you trust the prescription will help…
So you go to the pharmacy and buy it.
In THIS scenario it’s a no-brainer… It's hard to imagine anyone NOT buying that medicine.
But in the first scenario, not only are you not buying the medicine… you might run screaming in the other direction.
And you may think a doctor prescribing a bottle of pills with no diagnosis is a goofy example which would never happen…
But it’s EXACTLY what you’re doing when you start pitching your prospects on features and benefits of your product or service…
Without diagnosing their fears, problems, and pain.
Listen, here’s the thing…
Everybody is living life in their own world and thinks their problems are unique.
When you pitch too early they feel like they’re being sold to…
They can FEEL the diagnosis is missing even if they don’t realize it.
So if you just hand them a solution without clearly matching it to their individual problems...
They'll still have doubts it can work for THEM (even if it’s exactly what they need).
It’s the questions you ask that show you understand their problem, and give them confidence in your solution.
That’s why it’s important to have a process that walks your prospective clients through the right questions in the right order…
And helps them get to a place where they feel comfortable buying from you.
The better you get at this, the faster and more frequent your sales will become…
And soon you’ll have a surge of new profits pouring into your business.
It’s worked for me, it’s worked for hundreds of my clients, and it will work for you too.
Hey by the way, ETR has been growing fast and we’re super excited to help more people…
… That’s why we’re looking for a high performing sales professional to join our team in a full time capacity.
So if you’re a sales superstar (or you know someone who is) and you’d like to join us in our mission of helping more driven entrepreneurs build their dream business and live their perfect lives…
>> PLEASE CHECK OUT THIS PAGE.
It contains a very specific set of instructions for submitting your application.
This is by design.
Organization is key in our company, so we won’t even look at any applications that don’t follow these instructions exactly.
Thanks in advance!
Success Loves Speed,
Craig
|
