SHE DIDN’T BUY
What did I do wrong?! I had done a sales call with this lady who ended up not buying. I had no idea what I did wrong so I sent the recording to my sales coach and asked him what he thought I did wrong.
He actually ended up fussing at me. I made a common mistake that I’m going to save you from doing. You ready?
STOP SELLING FROM THE FUTURE
Casting a vision of the future is a common practice in sales calls. Many business owners try to sell their services by painting this beautiful and wonderful picture of what the person’s future could look like.
STOP. DOING. THAT.
WHY BIG PICTURE CONCEPTS DO NOT WORK IN SALES CALLS
The average person has no idea what they are doing next week. They barely know what the end of the month looks like. And to be honest, I’m not even sure what I fed my kids for breakfast this morning or remember what I wore yesterday - unless I look at my bedroom floor at the dirty clothes pile.
What makes you think your potential buyer will know what the next 6 months look like? Or five years from now? It is unrealistic for them to see that far into the future. Most Americans are planning for today and tomorrow at the most. They use the term “someday” frequently and in a dreaming fashion.
You know what they are thinking about though? Their problems. The ones they are dealing with now.
Are you speaking to their problem or are you trying to sell them a future that is so far off to them that they tune you out because it is too unrealistic for them to see it.
THEY HAVE NOT GONE THROUGH YOUR PROCESS YET
You have served clients before and have seen the process of what you do. You have witnessed the concept you sell and how it has helped someone tremendously.
But you are the ONLY ONE who has experience the overarching vision. Your potential client has NOT done that yet. So make sure you are connecting to them with their here and now problem and enabling them to see YOU as the ANSWER to it.
No one will pull out their wallet and pay you for YOUR reasons anyways. No - the money comes when you sell it to them with THEIR REASONS. AKA the fix to their problem.
Don’t worry. They will eventually see the big picture, but not until they have walked through the process with you and are so thankful you sold to them.
EXAMPLE OF HOW TO SELL RIGHT WAY
Let’s say for example sake that I’m having a call with a potential buyer whose problem is not knowing where the next client is coming from.
Of course I know the huge vision. I can get them many clients! Not just one. I can have people lined up out of the door for them waiting to work with them. BUT that is not going to solve their problem of getting their next client. That vision seems too big and in the future for them. So instead, I need to speak of how I can get them the next client and assure them I am the person for them.