How To Be Brutally Honest In Sales
Summary
You never win a sale by winning an argument. If you argue, you lose the sale.
When you have a hard truth or a tough question, don't ask it directly to the prospect. Instead, tell them a story about someone like them who faced a similar situation.
Use a third party in your stories to deliver the hard truth. This way, the prospect isn't directly involved and won't feel insulted.
One approach is to say, "That's funny you ask that, because just today someone asked me the same thing. Can I share what I told them?" This allows you to be direct but without offending the prospect.
Another method is to refer to a successful past customer who was in a comparable situation. For example, "You remind me of Sarah, who also had a plumbing business, and she thrived after we helped her with our marketing strategies."
By doing these, you handle objections delicately and build connections without creating conflict.
Video
How To Take Action
I would suggest implementing a more story-driven approach when dealing with potential clients. Think of every client conversation like an opportunity to share stories instead of just pushing facts. Remember, nobody likes feeling attacked or argued against, especially in a selling scenario.
For tough questions or objections, a good way of handling them is by storytelling. Instead of addressing hard truths directly, weave them into a story about a third party who faced a similar issue. This makes the message easier to digest and lessens any feeling of confrontation.
For example, if a prospect is hesitant, say, “That’s funny you bring that up. Just today, someone asked me the exact thing. Can I tell you how I handled it?” This sets the stage for you to address the concern indirectly but effectively.
Another practical action is to draw parallels with successful past clients. So, if you’re talking to a business owner, refer to someone similar who succeeded after using your product. Like, “You remind me of Sarah, who owns a plumbing business. She really thrived after we helped her with her marketing challenges.”
By adopting these strategies, you can tackle objections without conflict and create stronger relationships with your prospects. This storytelling technique not only makes the conversation engaging but also shows prospects the tangible benefits they could achieve by working with you.
Full Transcript
you never win a sale by winning an argument you lose the sale so if you have a hard truth that you want to ask or a question that can seem kind of cutting you don't want to ask it to them you want to tell them a story of someone just like them that you ask the question to and then you have a third party in the sale who can then be the person you deliver the hard truth to and then they just bear witness so number one you can say it's so funny you ask that because I had someone just earlier today who asked the same questions can I share with you what I just shared with them because I'm now talking about a conversation I had with someone else I can now be brutal as to this other person but I'm not saying it to the Prospect and so it's not insulting the second way that you can do this is that you do it in reference to a successful past customer you know what that actually makes you just like Sarah who had a similar Plumbing business and actually crushed it with our marketing agency and then we handle the objection
