Ever leave a (virtual) meeting and wonder why you have the strangest feeling that the person you were talking with isn’t as excited as you? They didn’t jump in to your offer right away because they needed to think about it? But they know, like and trust you. So what’s the problem?
They had unanswered questions.
Often times, the person(s) wasn’t quite clear on everything. This is the main reason why people don’t sign your contract right then and there. They have questions that didn’t get answered and concerns that weren’t addressed.
Assumptions will stop your person’s process as fast as trying to put a cat in the bathtub! You can picture that right?
How much money got left behind when we don’t fully clarify what it is we will actually deliver to the client? More importantly, how much money did the client lose out by not working with you because you are a rock star and you know you can help them achieve that goal, complete that task, attain that wish, solve that gawd-awful problem.
My friends, selling your thing has to be about helping. If the person you are talking to doesn’t fully believe you can help them, they will do more research, ask someone else the questions they didn’t get answered, and worst case scenario, they move on to work with someone else – missing out on your fabulous self.
Here are 5 questions your clients want to know and how to address them
#1 How can I help – Think about selling in terms of helping.
Can you help this person achieve that task? If you know you absolutely can, then stop holding yourself back from thinking you don’t want to be pushy or sales-y. If , in your heart, you are genuinely going to make them happy, you know you can, and you have the tools to do it and the social proof to show them – you’ve did it before – then you need to present that to that person who has taken the time to sit with you and listen to your solution.
#2 How much will it cost – Uncover your person’s budget
Now is not the time to shy away from talking about money. The sooner you discuss it, the greater chance you’ll have a customer at the end of the process. Your person must be willing to invest money.
It doesn’t have to be a cat-scratching-the-couch experience. Be confident in your offer. Set the stage. One question you can ask, is:
“Joan, when I work with other businesses on this type of project, they usually have funds allocated for it. Have you done that?”
#3 I am not sure where to start – Have a detailed discussion about the “Ask”
Hash it all out. Through strategic fact finding questions , learn your person’s big fat audacious goal. What do they really need you to do?
#4 What will I get – Be clear on what you are promising
Be clear on what your actual deliverables will be. Even in consulting, I let my clients know an “agenda and goals” for a meeting and the outcomes we want to reach. If you are doing something for them, then offer them a list of what that looks like.
#5 How will my life change – What is the amazing, wonderful, high-fivin” thing that will happen afterwards?
People buy on emotion. Make sure you have answered their questions. Don’t answer questions that haven’t been asked. Don’t make any assumptions.
Continuously check-in and ask; ” Are you with me so far? I welcome you to share any concerns or questions you may have”.
In your copy somewhere, describe what their life will feel like and look like after working with you. Help them visualize it.
Now I bet you are asking, “Nicole, I don’t know how exactly to position myself in these scenarios. I’m not sure what kind of questions will lead us to that sweet spot where I know I can help the client and the client has full faith in my abilities”.
How would your life change if I could show you how?
What if I told you I could help you master:
- the art of discovery with your clients
- the ability to ask the right questions and have them trust you so that you both have an honest discussion of their situation.
- your own sales process so you could add more clients by increasing your selling opportunities?
How would things change for both you and your potential client? Would you be able to get a clear understanding of what they need if they would openly share their true frustrations, issues, concerns, past fails, successes, and their big fat audacious goal with you?
What if I could package it up in a box and offer it to you with a pretty red bow on top?
I can. And you can too……for your clients.
If this resonates with you in any way, you may be ready to jump in and get stuff done.
I am only an email or phone call away.
(PS: I took a refresher course with Sandler Sales a few years ago and was reminded of the value of planning your sales calls.)
(PPS: If you liked this, you may also enjoy reading 4 Essential factors for better coffee meetings.