The Desert of Arizona
Sun Coming Over the Mountains 38 Degrees
When you find yourself in a conversation with a prospect, there’s a simple device you can use to take the pressure off of yourself.
I’d always struggle at the point where I was ready to “turn the corner” and try to close the sale. I’d start to get a little nervous. My mind would start to race about what the prospect might say and how I’d respond. Not really a pleasant feeling really. But I had to deal with it to get the sale, right?
Well, I had to deal with it only because I didn’t know any better at the time.
These days, that doesn’t really happen with the whole Platform model. I don’t really sell. People ask me what else I can help them with. This is not luck, it is by design. And you can do it too.
But back then I was more clueless. And then I discovered the whole world of David Sandler. He opened my eyes to a way of selling that takes the pressure off of you while giving you full control at the same time.
But his system requires that you become more interested in getting the truth about whether or not there’s a sale to be had than actually getting the sale.
I find that selling is a little bit more like putting a jigsaw puzzle together than it is navigating some complicated maze to get the prize. When you assume there’s always a prize, you set yourself up for frustration.
When you have all of the pieces required for a sale, they tend to happen. When you try to “force” your way through, you get resistance.
I imagine this is obvious. If you put yourself in the shoes of the buyer, would you really want to be “forced” into doing anything?
So how do you get the pieces you need for the puzzle?
QUESTIONS. This is one of the first trainings I ever created. It’s called “How to Dig For Gold.” And it’s available here for you. It’s free since you subscribe to the Client Letter. (Use the login info below this email.)
One very valuable tool I’ve used countless times over the years is this simple phrase:
Tell me more about that…
You can keep saying this over and over and the prospect will keep “peeling the onion” to give you more information.
Plus, asking a question like this keeps YOU in control of the conversation. That’s where you want to be. You’re the advisor right? You SHOULD be controlling things because these folks are coming to you for help solving problems they can’t solve.
Next time you’re at a loss for what to say with a prospect, try it. “Tell me more about that…”
You’ll get pieces to the sales puzzle you didn’t even know were part of the puzzle!