I know this sounds like one of those half-hour infomercials that you see on cable stations at 3 a.m., 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:
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.
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.
4. Fear of Failure
5. "What If" Syndrome
6. Horrible History
7. This Is Too Good to Be True...
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.