Hey guys! Pete Tansley here. I’m going to film this business tip for you with gym owner Ben Murphy.
Let’s Talk Sales
This can be either a phone consult or a face-to-face consult. What we’re trying to avoid is a MAYBE from your prospect.
A “MAYBE” can go on for weeks or even months. Time spent chasing up your prospects is not a fun way to fill your calendar.
What you want instead?
A Clear Answer
You want a clear yes, or a clear no.
What we don’t want to do, is to leave the conversation where there’s a “maybe” and there is this uncertainty about what this person is going to do.
So what’s an example…
If I’m doing a phone consult with somebody about a program, I set the intention very early on.
I’d say something like this…
“Alright, Sally, what we are doing in this call is I’ll ask a bunch of questions to see if you are a right fit for the program.
I can tell you what we have going on over here and obviously answer any questions that you have.
And also I want to make sure that it is the right program for you.
If it is, great, I might invite you to join us. If it’s not, also great, there’s definitely no pressure today – I can recommend someone who might be able to help you.
But in the next 20 – 30 minutes you are definitely going to know if it’s a ‘yes, I’m interested’ or if it’s a ‘no, I’m not’ and I’m totally fine either way.”
Does that make sense?
What I’ve done there is I’ve taken some pressure off.
Often people think they’re going to be sold to and remember nobody likes to be sold to, but people like to buy, they might like to make a decision. So take the pressure out of it.
I’ve also said to her that at the end of this call it’s going to be a clear Yes or a clear No.
There’s no in between. There’s no “maybe.”
There’s no follow up calls.
There are no more meetings.
We want a clear YES or a clear NO from them.
We want a definite YES. Or we want a definite NO. We don’t want someone in the program who’s not ready or we’re forcing into joining our program.
MAYBE Is Dangerous
Try pre-framing the sales consult whether it’s in person or on a phone with that couple sentences and you’ll notice the precious taking of you and the prospect can relax as well.
One more message from Ben as we go…
“One more thing if people do say Not Yet, you have to make sure that you have to process or something in place to every time you will continue the conversation with them.
Right now might be the best time for them to buy from you.
I’m sure you’ve got mail in your letterbox and it might be grass clippings and it hasn’t been there on time that you might have moved house and you’ve got this letter in your letterbox again.
You’ve got this overgrown grass, you’re busy with your work, you have no time to do it, you’ve got this grass tipping glide wanting to mow your lawn and that’s a really good time to blast it.
Make sure you have the process in place to continually follow up maybe try a newsletter.
Maybe have a longer nurturing program for these people through e-mails or follow-up call 6 months but have those process in place to make sure that they are not left behind.”
They either buy from you or you fell off into that die.
It’s better to know, to get them on your list, get them in your funnels, get them to your weekly newsletter list which you should be doing and give them enough funnel for life.
That’s it from us.