Hey guys. It’s Pete here from PeteTansely.com. Today, I want to talk about the number one reason your prospects are not saying “yes” to you during a consult.
So, first let us look at like this, objections are normal.
For people to say…
- I’ll think about it
- I don’t have the money
- I just need to check with my spouse
- I need to wait until Venus enters Saturn
- and my Chakras are aligned
Whatever they are saying to you is a normal process, is a normal part of the sales process.
It’s very, very rare that you get what I call a “lay down”.
You know, you give somebody the process and they just lay, they roll over and take it like they just say “yep” straight away.
And that’s really rare, you know it might happened but it’s like the unicorn of selling, especially if you’re selling high priced items.
#1. Don’t Let Them Stay There
So, the number one thing you have to get over is people’s option to stay where they are.
How do you do that?
We need to un-romanticise the option staying stagnant.
So, we need to make the option of staying where they are today and doing nothing, look so bad and feel so bad that they are blinds to take action today.
One of the best ways you can do this if you are following a good consult flowing and consult system –by the way, if you need help with that just let me know — you should follow not so much a script, but a set series of questions and almost a flowchart in your head.
This outlines where you are taking them during the discussion.
One of the questions you might ask is…
“OK Sally, so in your words – you said you have been chubby and been this weight for five years now. Why don’t you stay exactly where you are for another five years? Why do you wanna change? You’re not gonna die tomorrow. So why do you want this?”
Then let her talk.
Now, what this would do is allow her to reply with things such as…
- I’m sick of it
- I’m fed up
- I’m really frustrated
- I hate to see myself in the mirror
- or she might go into how it’s affecting her career or her relationships
- or her role as a mother or a parent or whatever it is.
Remember: Let her talk.
Let her explain why staying where she is now is costing her happiness or love or health or energy or income if its related to her job.
So that she almost talks herself out of staying where she is, because you’re like:
“Hang on, Sally, you’re not gonna to die tomorrow. Why do you wanna change xyz?”
Like I said at the start, the goal is to ‘unromanticise’ staying where they are.
If you asked that question and let them talk, you are doing that or more importantly that you’re doing that, and then will talk themselves out of staying where they are today.
Now once you’ve listed all the reasons why they don’t wanna stay where they are, you say,
“OK Sally. Well, can I show you how we can change that? We’re gonna show you how we can achieve that”
Then you can go into delivering value and showing how your program can work.
But the number one thing you’re getting and get this that an objection around money or spouse or whatever, that is mostly just a lack of urgency.
I’ll say that again, an objection around money or spouse or time or think about it, is really a lack of urgency.
Now, to you create your urgency we do what I just suggested, then we ask them questions so that we unromanticize staying where they are and now they have urgency to move and to act and to stop today.
No matter what time of the year it is they can start today.
Now, because staying where they are is not an option.
Try it with your personal training or bootcamp sales.
I guarantee it’ll get people off the fence, it will create urgency and they’ll act upon that urgency.