Not all prospective clients you meet are the same.
This is obvious.
Yet, almost all salespeople have the same sales pitch that’s tailored for everybody.
What you say, and how to say it should be unique to each customer, based on where they are at as a buyer.
1. Desperate Buyers
These are the buyers that have been looking for what you offer and they needed it yesterday. They are ready to buy whatever it is you’re selling and they are the easiest to sell to. You simply ask the call-to-action question: How many would you like? How soon do you want it? How would you like to pay for it? How do you want it delivered?
About 3% of your prospects will be desperate buyers.
2. The Not-So Desperate Buyers
They are neither desperate nor in a hurry. They want to think it over. They are receptive to buying but may not show it. They are interested and may say, “Not right now.” But they are willing to listen and check it out. Given the right offer and the right approach, they will buy. To sell to them, you simply need to know what they want, and effectively position yourself and your product to match that need. Add urgency to nudge them along.
3. The Mild No
They say no, but it’s a mild rejection. It’s not a “hell no”. They are not firm and give the impression that they might change their mind. They say things like “Not right now” or “I’d love to, but no.” They have a legitimate objection that you need to uncover and handle. Maybe there is something they don’t like, or are not impressed by your offer. Maybe they don’t like what you are saying (your approach). Whatever it is, you need to work on removing that obstacle before you can get ahead.
These Mild No buyers can be turned into Yes Buyers.
4. The Absolutely No
These people either don’t have the need for your product, dislike your offer, or hate your guts. Dig deeper to find out which one it is. If they don’t have the need for your offer, ask them if they know someone who does. It’s absolutely pointless to try to convince this buyer. You may get the sale eventually if you are very persuasive, but they’ll hate you for it and definitely will not mention you to their friends. If it’s the case of dislike or hate, you can actually use this to your advantage and do a repair action (sort of a public relation job to change their views).
Selling to any these types is not rocket science, but you do need to know how to do it—use the intuitive Sales Formula, the step-by-step sales process that you can download here.<< click