Your prospects are like volcanos – they reveal only a small part of themselves on the surface, but there’s much more hidden beneath the surface. If you don’t know how to navigate around the hidden part, you could be in trouble!
To help you safely navigate around the iceberg and close the sale, I’m going to share two effective techniques for getting your prospects to reveal the hidden part of themselves. This is the information that can make or break a sale, and most salespeople don’t know how to ask for it.
The first technique is to proactively ask for their concerns. Most prospects have concerns about moving forward, but many salespeople are afraid to ask about them. However, when you ask prospects about their concerns, you show them that you care about them and are not afraid to hear their concerns.
This can make them more likely to want to work with you.
Also, it’s a really good idea when prospects start talking about their concerns, you can discover the real reasons that are standing in the way of moving forward. Once you understand these reasons, you can work with the prospect to try to resolve them, which often leads to closing the sale.
To get the prospect talking about their concerns, you can ask questions like, “What are your central concerns in our conversation at this point?” or “What are the reservations that you feel at this point?”
The second technique is to take their temperature. Hopefully, it’s not as HOT AS LAVA!
Ask prospects to rate their readiness to move forward on a scale of 1 to 10, and then dig deeper. If a prospect rates their readiness at 4, for example, ask them why they feel that way. This will reveal exactly what is standing in the way of them. Hearing directly from the prospect what the problem or issue is, is much better than assuming what it is, which is what most salespeople do.
By using these two techniques, you can get the hidden information that will make it much easier to close the sale. It will also help you understand if you and the prospect are a good fit or not.
I can help you build this exact framework when offering financing solutions at the Point Of Sale.