Are you hungry to make the sale that it sometimes make you sound desperate and pushy?
Guess what? This is the biggest mistake most salespeople make and push their prospects away.
Now, if you want to get the opposite reaction, you also have to have an opposite approach.
Instead of pitching your product or services…
Instead of being defensive….
Instead of talking down on your competitors…
Try doing this instead: Be neutral and unbiased.
Let me give you an example:
If the prospect says, “We already use a company for that, why should we go with you?”
Instead of saying things like “You should go with us because of A, B, C”
You should say, “Well, you know… I’m not quite sure that you should yet.
We have to understand a little bit more about what you’re doing now in X, Y, Z just to make sure we could help you, because maybe you’re better off staying with who you already have. Are you wtih me on that?”
The moment you say, “I’m not quite sure that you should yet.”
This will bring their guard down. Because they are used to every salespeople trying to stuff their solutions down their throat.
They have probably never seen anyone admitting they might not be able to help them.
That’s REVERSE PSYCHOLOGY!
When you do this, you’ll be able to pull the prospect in and make them see you as the trustworth authority.
At the end of the day, average salespeople use sales pressure to push prospects to buy.
Top salespeople get prospects to pull them in and chase them down.
Hope this tip helps for the week!
Have a great week scaling and selling!
Jonathan Quek