Have you been asked this question and when asked, did you think to yourself, why is this prospect that I paid good money for asking this question if they just requested information about MY opportunity? I feel you and I have an answer for you to help you reply to the question to turn what might be perceived as a negative into a door-opening positive connection.
By Kevin James Culp Photo by Mike Meyers on Unsplash
If you sell for any business opportunity, then you know this question gets asked a lot, and is often the very first question some ask – and often in a rough way. That then tends to throw off some salespeople. Some who run ads on various sites “expect them to know and be waiting on their call” and this is often the moment when things could be rainbows or doom & gloom in this pivotal moment.
So, what do you do and what exactly should you say when this questions comes up?
Lets’ understand the shopper better because that makes all the difference in the world to a salesperson. Some are actually just shopping but are actual buyers just not on that call. Further, they’re looking for various options and some want to be sold on the idea after you call too. It does vary but what is constant overall is how you open means everything.
Some want a more passive approach and this is where good sales skills come into play. Getting frustrated from the first question means you don’t fully understand the buyer and this leads to low close ratios. It also means that you don’t know how to answer this question.
It’s easier than you might think to turn that frown upside down and get the prospect to listen to you.
The key here too is to NOT try to sell them anything in the first contact unless they ask specific questions. You have their attention for a limited time and some will just phase out the more you talk if you did get them live on the phone which we all know is pretty rare in the first try.
Let’s focus on this one question hurdle issue first-how to get past this one huge question many struggle with answering. Some say this question is a huge ‘hurdle’ and I say it presents a massive ‘opportunity’ that can allow you not only better understand the buyer but also get to know them before trying to sell them anything. For some reason, almost everyone goes straight into their sales pitch when they get asked the dreaded… ‘What’s this all about Anyway’ question – like I said especially in a rough tone or said in an aggressive voice. Then they freeze or worse just keep talking over them. This in my opinion is not a winning approach for any salesperson but this is especially true in the business opportunity sales industry.
See this an opportunity not a hurdle and open new doors and let me show you how to turn that frown upside down. This is your opportunity to open a door not sell them something and shovel a bunch of information their way. No, my personal opinion is to introduce yourself and allow them to know that ShopABizOp.com sent you or you have an ad on ShopABizOp.com and that they, the person you are calling, recently requested free information from your opportunity.
I would say the following before trying to go into any sales pitch:
The purpose of my call is to both introduce myself and to let you know that I emailed you the free information per your request. Since we don’t know each other I wanted to call and let you know that the subject line is x, y and z and it was sent from my email and you then you read your actual email off to them. You can also mention that your contact information is in the email and that you will give you a call back in three days or so to follow-up if you have not heard from them.
Now in the event that you reach a voicemail. Leaving an effective voice message is critical. This is your chance to leave a detailed and concise message stating pretty much exactly what I typed above with your information input into it. Add your call back and number and again what you plan to do – call them back in three days and / or take other actions such as email them a follow-up, text them or add them to your system. Calls close the most by ratio to lead per sale but some still rely on email too so don’t discount that type of connection.
If you choose to go with full email and never make a call, please use a system that allow you to track opens and clicks because you can send all the emails in the world but unless you know if they got it, opened the message and took action you don’t much much and are at a deficit before even starting to try to close them unless your system, product or service closes itself.
So, now that person know knows who you are, the reason that you called, where you got their information from, what was sent, why it was sent and what to look for both in the subject line, by your name or by email making it easy to search in any inbox or spam folder. I’d ask them to take look for it if it was sent prior to your call which is also what I suggest. All of this has been achieved in a short paragraph that is none obtrusive manner.
If you or a team member or any sales person needs one-on-one coaching to your entire team, I offer a new service that can aid almost anyone in closing more deals faster often with less money and energy expended allowing for more time to do other things that grow your business. Check out Culp’s Coaching and book in your time.
Thanks for Reading and Carpe Diem My Friends!
SOURCE: SalesForce
Related Reading: How To Close Sales From Duplicate Leads
SOURCE: Brevet Advisors, LLC and SalesForce
