Every sale that you don’t close is not just lost money in your business.
It’s lost opportunity to help someone who needed your service.
It’s lost opportunity to gift that person the solution that they were seeking.
It’s lost opportunity to lead and create impact in your business.
These sales phrases are some of my favourites; They make people feel safe and understood, as well as help to effectively communicate clearly our potential collaboration.
If your prospect: Asks why they should work with you compared to your competitors
You can say: The thing is, you can absolutely work with that person if you want to! They are FANTASTIC at what they do, and a dear friend of mine (Only say this If they are). At the same time, it comes down to what YOU are looking for, and since you’ve said [Insert pain/goal], we would be a better fit because I do things differently in x way
Why? By praising your competitor, you show that you are well connected in your industry and confident enough not to shy away from your competitor’s presence. At the same time, you want what’s best for this prospect, and based on what they have said, you are still a better fit for a specific reason that you can justify.
If your prospect: Shows that they are already highly enthusiastic and keen to buy
You can say: You know what. I can sense that you are the type of person to do things properly or not at all. If you’re in, I’m in!
Why? Some people don’t care about the details of your offer, and value your relationship more. If you sense that they are already mentally sold, Show them that you understand their character, and give them the opportunity to exhibit the trait of action-taking that they admire!
If your prospect: Asks about the inclusions of your service
You can say: Yes! The service includes unlimited text access SO THAT you never feel alone. And since you said you are motivated best with regular accountability, you’ll be able to keep the needle moving every day.
Why? Never explain the inclusions of your service without a “so that” statement. The “so that” statement needs to connect the inclusion to a specific benefit that is a ‘glove on hand’ fit for what your prospect has said that they struggle with/need/want. Bonus: Use their own words repeated back to them so they feel deeply understood!
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All for just $27!
Thank me later, Trang 🙂
