I Thought I Was Out Of It.. (Sales Overcome)

Summary

• You can turn any obstacle from a prospect into an opportunity that brings them closer to buying.
• When a prospect mentions having an existing solution, use it as a benefit. For example, say something like, "That's amazing, 90% of our clients were in your position and they transitioned smoothly."
• Recognize that if a prospect already uses a service or product, they have a learning curve advantage. This can often make them more open to buying.
• When you encounter resistance, don't retreat. Use it as a chance to show prospects they're similar to those who have already decided to buy.
• Adopting this mindset turns potential objections into assets, making sales conversations more effective.

Video

How To Take Action

I would suggest implementing a mindset shift when dealing with potential obstacles from prospects. When a potential customer mentions they already have a solution, respond positively. For instance, say something like, "That's great! Most of our customers were in a similar position before they switched to us." This turns the obstacle into an opportunity.

A good way to leverage an existing solution is to highlight the learning curve advantage. If a prospect already uses a service or product, emphasize that their experience means they'll adapt quickly to your offering. This reassurance can make them more comfortable with transitioning.

When you meet resistance, don't pull back. Instead, use it to draw parallels between the prospect and satisfied customers who previously faced the same situation. Show them that they are similar to others who have successfully switched and benefited from your solution. This can help break down barriers and build trust.

Remember, turning objections into assets makes conversations more productive. By reframing obstacles as advantages, you not only keep the prospect engaged but also bring them closer to making a buying decision.

Adopting these strategies is cost-effective and can significantly improve your sales approach, making your business more successful with minimal additional effort.

Full Transcript

you can turn any obstacle a prospect gives you into something that moves them closer to buying instead of further away the first time I had this used on me I was actually getting pitched private wealth management and I wanted to just get out of the conversation as fast as I could because I was like I already have a wealth advisor like I'm good and the guy just said oh that's amazing 90% of the clients we have that shift over already have a wealth adviser so it means you already know how a lot of these things work which means you'll be up the learning curve and I was like what just happened I thought I was getting out of this and now I'm more like the customers that that ultimately buy and so instead of taking a step back they actually take step forward in the sale