So many sales professionals are missing out on sales because they were never taught this simple technique...
Most sales professionals operate on a transactional level.
All they want is to sell their product or service to someone and get their commission check.
And when customers can sense that you don’t care (and they will), they don’t buy from you.
Would you buy from someone who cared more about their commission check than what the product or service can do for you?
So what should you do instead?
Well, before I get into that, let me ask you something.
Have you ever had a conversation with another person, and while you were talking, you could sense they weren’t really listening?
It could be one of your colleagues.
A family member.
Or a close friend.
How did you feel?
Annoyed? Irritated? Angry?
It’s the same thing when you’re in a sales conversation talking to a prospect.
So many sales professionals are talking more than the prospect, and they don’t listen to what the prospect has to say.
You see, in any sales conversation…
You close with your ears - not your mouth.
Now, what is the simple technique I mentioned in the beginning?
Grab a pen and a piece of paper… and take notes about your prospect.
You can take notes of their pain points… their goals and dreams… and the words they use.
If you’re new, you might use a script to get started on the right foot - and that’s okay.
When you take notes of what the prospect says, you can use the exact words that gets them ready to buy.
Or if they’re giving you resistance and objections, you can circle back to their goals and pain points.
Example:
Imagine you’re selling a course on how to start a profitable side-hustle from home.
And in the beginning of your sales conversation, the prospect told you he wants to make more money, because he wants to take his family on a 5-star vacation in Maui.
30 minutes later, the prospect is uncertain. He doesn’t want to buy.
What do you do?
You look at your notes, see the note “5-star vacation in Maui with family”, and you go...
"If you don't want to do this, it's okay to say no, [NAME], but let me ask you a question... what is your wife and kids going to say, when you tell them you can't take them on a five-star vacation to Maui?"
You remind him of his pain point, and if he has an interest in taking his family to Maui, he will be much easier to close and his buying resistance will disappear.
How?
You follow up on his answer to your question with something like…
"Let's pretend our program can help you hit your financial goals, so you can take your family to Maui in the near future - what's going to happen next?"
And if you’ve done a good job qualifying him and dug deep into his pain points during the call, he will likely be sold.
If you want to know how to qualify the prospect, dig deep into their pain points, and close the deal…
I’ve written an article where you’ll discover 3 of my most powerful closing strategies that work in the 21st century.
If you want to read the article, just type the keyword “closing” below, and I’ll personally send it to you.
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