subject: What Is Stopping Your Prospects From Buying? – Sales Scripts That Get To The Sale [print this page] What Is Stopping Your Prospects From Buying? Sales Scripts That Get To The Sale
When you are making calls and having meetings with prospects you will find clues. Often in the heat of the moment you may miss a valuable clue. The clues that you notice will get you closer to the sale and the clues you miss can cause you to hang up in frustration.
Quite often your prospects really do want to buy; you just haven't made it easy enough on them. Far beyond financing options, or short contracts, you must enable your prospects to make a decision with confidence. By digging deeper on common objections, being perceptive of clues, you will quickly be able to make it so easy on them to buy, they will be thanking you!
Many sales professionals and business owners get defensive when prospects raise objections. Objections are common and they won't threaten you when you understand what is really behind the objection. Consider the following common objections and the ways to diffuse them on the way to the sale.
I am not sure now is the time to buy This one is raised to everything from products to buying homes. Instead of launching into sales scripts that shout benefits of buying, ask them an interest piquing question. Consider sharing the following with your prospect "I certainly understand getting a great value on [your product/service] can feel overwhelming, what would show you that NOW is a great time to buy?" When they have to answer you quickly find another fear to dig even deeper on.
I think it's too expensive Instead of immediately going for the discounts consider digging deeper on their real fear. Share with your prospect an interest piquing question such as "Getting a great deal is important to all of my customers, what type of return were you looking for this [product/service] to provide to you?" Keep asking questions that will get them to see the value, avoid statements.
I think I will buy in a few months Your prospect is on the ropes and running out of objections with this one. Instead of picking on budget or giving them a better price just asking an interest piquing question that gets to the heart of it. You can get to what's important by sharing "I understand timing is important. What will be different for you in a few months compared to now?"
Your prospects want to buy when you can alleviate their fears. Their fears are just hidden by objections. Instead of using sales scripts that attack objections, consider asking interest piquing questions that alleviate fears and give them the confidence to buy.
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