Hello Reader, Have you ever read posts, watched a video, or heard some advice, along the lines of… This is meant to get them in the habit of saying yes, so it’s easier for them to agree to sign with you. But that isn’t always the case. For example, imagine if you asked the question: Now, if your prospect truly does need change, they will disagree and say no. That flips the script… When people use the word no, their mindset shifts to them feeling like they’re in control, and you want your prospect to feel like they’re in control. Because when they do choose to buy, it feels like they made the conscious decision themself to purchase, and weren’t forced or rushed in. You see, usually your prospect will have their guards up against you. They begin to realise that they cannot continue what they’re doing, because they’ll stunt growth. And as a result, they begin growing a good relationship with you, because you brought them to that realisation. And that leaves the opening for you to get the deal signed. So, instead of pushing for a yes, invite the no. Try these:
You could even flip yes-oriented questions, by adding phrases like:
Here’s a deeper reasoning as to why this works: It takes the pressure off. It gives your buyer space. And it puts them in control of the situation, rather than you forcing them to say yes. It helps them recommit. You’re not talking them into a sale. And that’s the key: One last thing: The close isn’t necessarily the finish line. James How would you rate this edition? 🤏🏻 So-So |
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