Don’t sell to prospects who doesn’t have any intentions of purchasing. Instead, influence them! There’s a big difference between selling to someone and making that someone buy from you.
Do not ask, “Do you know…,” or it could open the door to “No.”
– Ciaran McGuigan, “King of Cold Calling” and a “Sales Guru”
Instead. Hasten the buying decision of your prospects and prevent slowing down their buying process. Here’s how to make it happen.
Tip # 1
Identify the real issue why prospects don’t have interest in your product or service.
“We don’t see the need to change.”
As a sales rep, your goal is to help your prospect see the need to change by asking about their current setup. Make them realize they need it. When they say, “We don’t…”
- What are you using for your…?
- How long have you been using this?
- How is it working for you so far?
- Do you have any issues or challenges with it?
- Do you have a provider?
- Do you have a contract with them?
- How is it working with them?
Tip # 2
Put yourself in your buyer’s shoes. Know who your potential buyers are and target them based on their needs. Think about their common needs and challenges (review Tip # 1) and offer a solution to their problem.
Tip # 3
Analyze all issues identified.
Ask yourself , “How can I help them that will make them decide to move ahead?”
Identify and list down all the answers that you can think of and use these when engaging with the and provide solutions. Get back on track and go back into your sales mind. Connect with your prospects. Think of the benefits of your product that are related to their issues and say,
“We can help you with that! You see, our product can…”
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