You get a phone call from someone interested in working with you from friend-of-a-friend who referred you. You:

Choose an Answer
  • Spend most of the call getting to know her.
  • Tell her about the cool features of your product/service and let her know how it will help her.
  • Ask a few questions to help you frame up where to take the conversation before telling her what you offer.
  • Give the high level overview of your product/service and offer her a perk if she refers you to someone else.
  • Cut to the chase and determine her interest level in buying from you.

2. You’ve just produced a video at a professional studio to highlight your favorite offer. Your video focuses mainly on:

Choose an Answer
  • Your story about what made you go into business in the first place and why you like to help your customers.
  • Teach a single concept that your ideal customer needs to know to make a good buying decision.
  • Explain who you are, give a few key benefits/features and the next step to purchase your product/service.
  • How great your product/service is including testimonials from other people who would recommend it to their friends, too.
  • How you can help her save time and stress so investing in your product/service really is a no-brainer. You give a strong call to action to “BUY NOW” with a button located directly under the video.

3. You’ve been asked to speak at a local networking group about your business. Your talk mainly focuses on:

Choose an Answer
  • A story of how you got started in your business and ask others a few questions to share with the audience.
  • A visual presentation along with handouts of the key takeaways and “how to” bullet points.
  • A quick intro about you and teach 3 concepts with a free offer at the end.
  • Customer testimonials that show how your product/service worked for them.
  • An intense, emotional story to move your audience into action to buy from you today.

4. You’re looking at your monthly sales figures and notice your numbers are down. To catch up, you:

Choose an Answer
  • Call a few of your closest business friends and ask if they need anything (but, if it doesn’t work out, there’s always next month).
  • Give an impromptu webinar (or social media live stream) with a limited-time offer to buy your product/service now.
  • Go through your contact list (or CRM) and re-introduce yourself to some past customers and hot leads who’ve fallen by the wayside.
  • Call two or three of your best-connected customers and ask them for some decent leads on your hottest product/service (and do the same back for them!)
  • Pull up the names and numbers of a few recent customers who said they wanted to “think about it” and give them an incentive they can’t refuse to buy right now.

5. When potential buyers say they “want to think about it” – how do you react?

Choose an Answer
  • Not a big deal...they’ll buy when they’re ready.
  • Email them more information because they probably need more information to make an informed decision.
  • Send them a one-page product/service overview to mull over, then reach out in a few days.
  • Ask them for referrals that may be interested in my product/service.
  • Ask open-ended questions that make them sell themselves right into my product/service. Voila!

6. Congratulations! You won the business – how did you say “thank you” to your new customer?

Choose an Answer
  • You offer to celebrate your new relationship with drinks (or dinner).
  • You mail them a copy of your favorite book to help prepare them for working with you.
  • You send them a personalized email letting them know you appreciate their business and what to expect next.
  • You offer to give them a 20% discount on their next purchase if someone they refer buys your product/service.
  • You remind them that they made the right decision and ask if they need anything.

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