One of the leading problems my clients have when it comes to selling is how to discuss the obvious issues that may or may not be holding their prospect from making a buying decision.
They really struggle with talking about the elephant in the room. And rather than ignoring the bleeding obvious and owning that elephant talk, they avoid it like crazy and hope like heck it never comes up. Yet know deep inside that the topic is unavoidable.
When you Step out of your comfort zone and try something new, you acquire an ever-increasing level of
self-confidence to try even more things that may have caused anxiety in the past. 5 Keys to
CONVERT a Prospect into a Paying CLIENT…. Learn More >>>>
Can you relate?
Admit it. There will be some subjects related to your product or service you dread discussing.
- You don’t think your offer is leading edge
- You can’t offer the full spectrum like the bigger companies
- You worry about whether the client will think you are too expensive
- You don’t have the experience – credibility – education that you think they are looking for
When I present on this subject, my audience soon discovers the ‘elephant’ may different for everyone…but everyone has one.
A formula which you can employ to S.P.E.A.K. The methodology is:
- S = Step out of your Comfort Zone
When you Step out of your Comfort Zone and try something new, you acquire an ever increasing level of self-confidence to try even more things that may have caused anxiety in the past. Confidence and a core belief in yourself and your product will remove the roadblocks that hold you back from taking the necessary steps to grow your business.
- P = Own your Personal Power
By taking control of your unsupportive beliefs and values, and learning how to erase the negative story in your head, you become 100% responsible for the results.
- E = Express Your Expertise
When you fully grasp the processes needed to gain clarity in your message and the words you use it will enable you to be an authoritative voice in your business.
- A = Authentically Attract & Engage
Knowing how to connect with your target audience to build rapport and develop beneficial relationships is the key to creating a sales experience that is authentic and creates raving fans.
- K = Kick Goals
With a formula to prompt action and systems in place to reach your objectives, you will create a business that is focussed and on track to achieving your heart’s desire.
BUT…no matter how hard you try to dance around the elephant in the room and try to pretend it’s not there, it’s just a matter of time before someone asks you about it.
Then it’s likely you stumble through a lame response that makes you sound like a total patsy and your credibility plummets. Knowing how to handle the primary objections before they arise is vital in any sales conversation.
- People will buy from you when they see value
- People will buy from you when they need what you offer
- People will buy from you when they trust you
“You gain strength, courage, and confidence by every experience in which
you really stop to look fear in the face.” … Eleanor Roosevelt
Best wishes till next time.