Can’t Decide?

When a prospect is uncertain and can’t make a decision, it’s because they’re afraid of making a bad decision and not telling you about it. At this point, you have three choices:

1. Drop your price and hope and hold your breath.
2.Try to convince them that it’s not a bad decision.
3. Become very interested and ask, “You can’t decide?” Listen attentively. They will tell you why they feel this way.

Your best choice is always #3.

As you’ve already built a bond of trust, they will commonly tell you about this fear or uncertainty. As you know, it’s not possible for you to change their mind; only they can do that. So just let them tell you more about it and listen attentively.

If you are patient and remain sincerely interested, eventually they’ll start to recall one time when they did make a good decision. Let them tell you about this and other times. You’ll begin to build up their certainty in themselves (i.e. change their own mind) so the present decision is not so fearful.

Listen carefully, customers will tell you how they can be closed and still be smiling.

Daniel Jacobs, 2017

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Closing Is Easy

Did you know it is possible to eliminate 90% of the effort, tension, and stress of closing sales? Yep, it’s true. Plus, it’s not all that complicated if you just keep your priorities in order. Here are the first three:

1st. Give the customer what THEY WANT, not what you need.

2nd. The MOST important thing to the customer is the CUSTOMER.

3rd. DELIVER what you promise and never promise what you can’t deliver.

Why not do it the easy way? Give them what they want, and you’ll get what they need. It really is easier than you think.

 

Daniel Jacobs, 2017

How To Get Something Done!

Okay, lets cut right to the chase. You must know by now that whether you’re looking for an excuse or a way, you can always find it. This is the simplest WAY I’ve found of achieving any worthwhile purpose, but there is one stipulation: you have to actually DO these five steps.

Okay? Now, here they are:

  1. WHAT do you want to do?
  2. WHY do you want to do it?
  3. WHO is in charge of getting this done?
  4. WHEN are you going to start?
  5. HOW will you know when you’ve done it?

HINT: You don’t need to WHY this works to get results. But know one thing: The only reason this doesn’t work is that IT WASN’T DONE.

Now, the ball is in your court.

Daniel Jacobs, 2017

What Are You Selling?

Too often, people think they are buying a PRODUCT when what they are really buying is a BENEFIT.

For example, the words “product” and “price” are conceived of and established by the SELLER. On the other hand, “benefit” and “value” are considerations determined solely by the BUYER.

If you think you’re selling only a house (a product with a price), you’re missing the point. What you’re really selling is a HOME (which has a benefit and an intrinsic value).
People buy what makes them feel good emotionally. Afterwards, they may justify the purchase logically, but, stated or not, emotion is always the motivating factor.

Before you launch into trying to convince prospects of everything you know about the advantages, features, facts, and figures of what you’re selling, recognize one fact. THEY DON’T CARE what you know. Customers only care about what you can DO FOR THEM. This is their overriding purpose and must be yours too.

People buy only when they see or feel the personal benefit to them of what you’re selling. Everything else just clutters your message.

TIP: Don’t clutter your message.

Daniel Jacobs, 2017

Handling Customer Back-Out

QUESTION: What can I do if a client or customer asks me to reduce my price after they have already agreed to pay what I charge?

ANSWER: Remind them of the purpose for why they wanted your services. As many people want to own but don’t want to buy, this shifts their attention to what they WANT instead of what they don’t want. In general, price is secondary to purpose.

Which Is Easier?

WHICH IS EASIER?
 
1. Trying to persuade or convince people that they need what you’re selling?
 
2. Or trying to find people who are already interested in your product or service?
 
Many sales people would choose #2.
 
Why?
 
Because they know, as should you, that you can’t change anyone’s mind. Only they can do that. And they change their mind only when they become aware of new information that alters their point of view on the subject under discussion.