A Change Will Do You Good
I know this sounds like one of those half-hour infomercials that you see on cable stations at 3am, but bear with me. By the time you finish reading this post, you’ll be totally convinced that change is awesome!
Although most people dislike change, there are clever ways you can leverage people’s resistance.
Probe gently with your questions to a potential customer and you’ll uncover the real reason she’s resisting your proposal. Once you know what her true objection is, you can meet it with the proper closing strategy. Here are the top culprits:
>> No. 1: Uncertainty
Nobody likes to face the unknown. Loss of control is intimidating. If a prospect says “I’m not sure” or “I don’t know” every few minutes, they need more information and gentle reassurance. Explain everything carefully. Present case studies showing how you’ve helped others like her become successful. Take the risk factor out of working with you, and you’ll make the sale.
>> No. 2: Embarrassment
If there’s one thing that people can’t stand, it’s looking foolish. If you’re hearing “I need a sure thing” or “I’d hate to screw this up”, you know that your prospect is very aware of her reputation. Show her that you’re going to protect it by not letting her decision-making go astray, and you’re golden.
>> No. 3: Laziness
Committing to change takes energy. Whether your prospect is overwhelmed and overworked or simply doesn’t care, lack of motivation is the issue. “I don’t have time now” or “I’m just not interested” means you need a jolt of excitement. Find the most compelling aspects of what you’re doing and make your stuff irresistible. Demonstrate how you will streamline your prospect’s business to free up time for what she really wants to do.
>> No. 4: Fear of Failure
Nothing feels worse than failure. It’s similar to both uncertainty and embarrassment, but more intense. If you’re getting messages addressing both of these things at once, your prospect is often frozen by fear and unable to act. Subconsciously, they know they need a push. Convince them that the status quo is their enemy. They can’t afford not to act; and you can help them move forward safely.
>> No. 5: "What If" Syndrome
If a prospect keeps asking “But what if I do this and that happens?” or “Does this cause this?” you know that long-term results are key. Fear of negative fallout delays or derails decision-making, so encourage action by showing that while highly unlikely, poor results can be easily contained.
>> No. 6: Horrible History
The toughest sale is to someone who was burned by an attempt at change. Hearing “It didn’t work before” means that you have to emphasize your uniqueness. Point out what sets you apart from your competition. You can do it better than they can.
>> No. 7: This Is Too Good to Be True...
Sometimes a great deal is just that…a great deal. And sometimes it’s trouble. Make sure you present concrete evidence that you’re the former, not the latter.
So…are you ready to change your viewpoint of change to get ahead? Ah-ha! I knew you would! But if you need some pointers or tips, get in touch and we’ll talk…so you can change it up a bit.
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