One of the easiest ways to reduce the friction in your sales conversations is to make sure the prospect is comfortable during the process.
How do you make that happen?
Before I dive into one of the most powerful questions you can ask at the beginning of your sales conversations, I’d like to touch on why it’s essential to make sure your clients are comfortable during the sales conversation.
The bulk of clients you work with will go into a sales conversation with their guard up. The more you can make them feel comfortable during the sales process, the more likely you will be to close the deal without resistance.
People are busy, and the quicker you can make the transaction happen on their end, the happier they will be to let you solve their problems. Ultimately sales are precisely that, providing a solution to the pain someone is facing.
When you focus on putting the client’s needs first, you give them the illusion of control. Them feeling as though they are in control will reduce their uneasiness and give you a better chance to get through your pitch without them finding an excuse to back out and move away from you.
Here at Break Free Academy, we use a C.A.T.C.H. sales process; you can learn more about it by watching THIS VIDEO.
That process always starts the same way, asking the prospect what made them decide to reach out to you today. Typically our sales staff will message the prospect via Text or D.M. and go through this initial question/answer process.
So what is one of the most powerful questions you can ask at the beginning of your sales conversation? After asking what made the person decide to reach out, I like to say the following…
“Would you prefer to chat here in messages or hop on the phone? I am fine either way works best for you, just let me know.”
So why is this such a powerful question?
Well, with so many sales pros out there pushing to get clients on a phone call for a pitch, I like to go outside the box and work with people where they are most comfortable.
If you are pushing a prospect to “hop on a call,” they already know you want the chance to pitch them. Many of us live hectic lives and don’t have the time to sit on a 20-30 minute call and listen to your pitch. Giving them a chance to work where a good portion of people spend their time, in the messages, gives them a chance to keep working on the productive activities that earn them the money they will use to purchase your product or service. Being conscious of their time and how valuable it is, you are showing respect to them.
If they are more comfortable having a conversation by phone, send them a link to a personal calendar or scheduling system to schedule a call with you at a time that works best for them.
When you can get comfortable working with prospects where they are relaxed, you will find yourself having significantly more quality sales conversations.
Next time you start connecting with a new lead, try asking them this question. See if it will allow you to set up a better, less forced conversation from the start. Odds are, when you give the client a chance to work with you where they are comfortable, your chance of closing the sale will increase drastically.
If you want to learn more about creating a sales and conversation process that will lead you to close more deals, you should grab a copy of the CASH MONEY FOLLOW UP SYSTEM by clicking HERE.