How to remove any resistance when closing deals? Why do you need to stop using features and benefits? What to do to prevent buyer’s remorse and keep your new clients loyal?
In the second part of the 4 smart ways podcast, we will show you the secrets of closing deals and what you need to do to prevent any buyer’s remorse.
What makes the difference in selling today is the quality of your sales conversation. Once you are having a rapport with your clients, it is time to start using the Pull, Don’t Push™ selling method. This method focuses on how to engage your clients in a dialogue.
Focus on their hot buttons and you will avoid many objections because you are talking about what is important to them. Make sure you don’t sound like a pushy salesperson who is deciding beforehand what the customer wants and then persuading them to buy it.
To prevent buyer’s remorse, you need to use one very powerful technique called Future Pacing. Also, you always have to make the deal stick, because if you lose it at this point, it can cost you a lot of money.
Take a listen to learn more about it.
Focus on their hot buttons and you will avoid many objections because you are talking about what is important to them. Make sure you don’t sound like a pushy salesperson who is deciding beforehand what the customer wants and then persuading them to buy it.
To prevent buyer’s remorse, you need to use one very powerful technique called Future Pacing. Also, you always have to make the deal stick, because if you lose it at this point, it can cost you a lot of money.
Take a listen to learn more about it.
Listen To The Podcast:
Resources:
- The first part of the 4 smart ways podcast is here: 4 Smart Ways to Find and Win New Clients – Part 1
- DOWNLOAD the free Special Report: “4 Smart Ways to Find and Win New Clients”
- Alen Mayer was the first one to write a book on Trigger Events in 2007, and since then there were dozens of other authors who helped shape the new sub-genre of sales training. Get his e-book on Trigger Events here, or click here to get the soft-cover copy.
- Find out more about Alen Mayer’s coaching program to help you succeed in your selling activities.
More about the Episode:
#3 – WIN: How to remove any resistance and win new clients
The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy. Because of that, your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion
Stop using Features and Benefits!
#4 – KEEP: How to prevent buyer’s remorse and keep your clients loyal
What is future pacing, and how do you future pace your clients? Focus on getting clients to talk in future terms like they already bought the product or service from you.
You always have to make the deal stick, because if you lose it at this point, it can cost you a lot of money. You need to take people to a point in the future and get them to experience what’s happening in the future today.
Leave a comment below:
Let me know what you think and what will you change regarding being better at handling objections and closing deals. I’d love to hear from you! And/or… if you’re already a success in persuading your customer, let us know a favorite strategy or revelation you’ve had about persuading customers! I can’t wait to hear from you!