Welcome back!

1. They just don’t believe in you.

Then prove it. Demonstrate it. Give them reason to. Offer a sample, a puppy dog close - a FREE trial. See 3 above. Show them the hundreds of testimonials you have, or all the videos you have on You Tube, links to your previous blogs - so they can sample you, what you know, what you’ve achieved and what you believe in - People buy from people they like. Your prospects want 3 things - Confidence. Progress and Results - so give it to them. Give them the confidence they crave - and that you can help them to achieve the progress and the results you offer. Quite often they simply don’t know what it is they want because they don’t where they’re at, or where they’ve been, and thus they don’t know where they’re heading. So why not help them do that - it starts by building confidence in your prospect’s mind so that they can start to make progress and know that by workign together will lead to even bigger and better results. Allow them to experience the help, guidance and support you offer, and how much you go the extra mile in order to nurture the relationship.

Take a peek at this.

2. The timing isn’t good.

Reschedule. Plan in advance. Illustrate and demonstrate the cost in not acting now. Introduce scarcity, limited stocks, impending price increase, delayed delivery times in not acting - Ask “why” the timing isn’t good - to draw out the real reasons or objections and not just the excuses. Offer a discount to commit today, but accept delivery in 1,2 or 4 months time. Will the “timing” ever be right, will the cost of their pain increase in the meantime/interim? What was your answer in that little exercise in 3 above - how much of a gap is there where your prospects are now, and where they want to be, more importantly, do they know what they want and know how you can help them achieve it?

Take a peek at this.

3. They recognise the value, but they don’t have the budget/money

Remind them of the cost in not acting. Introduce a discount for prepayment. Offer Split payment terms. Offer a Finance option, a Lease option, subtract or take away some of the value you offer, for a lesser offer or lesser price. Ask them on a scale of 1-10 how serious they are wanting to solve the problem, and how much they can afford to lose or continue to lose compared to the price you charge. Why not offer them a 100% return on their investment?

Take a peek at this.

4. Un-Answered Questions

Un-answered questions prevent sales from happening, so draw out the questions in advance via a list of frequently asked questions on your website, pre-empt the questions durign your presentation by saying “you’re probably wondering….well, what we do is….”, Un-answered Questions can be eliminated by identifying the un-asked questions, and answering them before the prospect even thinks of them. Un-answered questions are usually a lack of product knowledge or more importantly, a lack of belief in the product or lack of research in your customer’s needs. More importantly, what questions have you forgotten to ask about your prospects, to ensure you qualify them thoroughly enough, so you dont waste their time, and they dont waste yours?

Take a peek at this.