“If You Knew”… Asking for the Sale
Dan Lier – Motivational Keynote Speaker and #1 Best Selling Author:
Today’s success track is focused on the power of language in regards to influence and selling.
In my trainings there are 5 modules in the sales process, but today I’m going to focus on the psychology of closing the sale, specifically using language. From a psychological perspective, in order to influence another person, you must know their needs, their values or both.
If you have three kids and you are in the market for an SUV, yet an auto sales professional is attempting to sell you a new 2 door coupe just because it’s listed below invoice. Most likely, it has no value to you.
As we all know, the job of any sales professional is to uncover the prospects needs, fill those needs and then take away the uncertainty.
Think about it, assuming a person is in the market for a product that you are selling and you’ve done a solid job of building rapport, creating connection, uncovering needs and presenting your product. Assuming it’s the right product, why don’t people buy?
Well, there’s more than one answer to that question, yet in short script the answer is Uncertainty. They are not certain they have the best price, or the best warranty, or they are uncertain about something… meaning they feel there is a possibility they could do better somewhere else. This feeling of uncertainty is common with people during many purchases or decisions.
Years ago, when I earned my certification in NLP from Tad James, the most respected NLP practitioner in the world, my sales numbers skyrocketed because of my understanding of language and how certain language patterns affect human behavior.
The language pattern I’m going to share with you today is “IF YOU KNEW.”
The 3 simple words of “IF YOU KNEW” will increase your sales and influence skills.
I’ll give you a real example – When a prospect is interviewing me to find a speaker for their upcoming event, I know it’s my time to lead the conversation and uncover their needs before talking about me. In summary, in a series of questions I’m looking to find out what type of speaker they are looking for, what they are looking to achieve in their meeting and possibly what type of skill they want their team to learn from the event.
For the sake of the example, let’s say the company indicates they are looking for a high-energy speaker that is both engaging and entertaining that will get their team recharged for the last six months of the year and understand the value of prospecting. After I share with them what type of speaker I am, my background, my sales experience and of course sell my strengths into their needs… depending on the engagement level of the buyer, there is moment when there could be a transition in the conversation.
At that moment, I will ask them the question to remove the uncertainty and close the sale. It sounds something like this:
Mr. or Mrs. prospect, as you know, there are many speakers to choose from and yet picking the right speaker to impact your team is extraordinarily important, so I have a question for you… If you knew, I mean if you absolutely knew that I was a high-energy, entertaining speaker that will engage with the audience from beginning to end, get them focused on the power of prospecting, and when they walk out of the presentation, they will be recharged and re-energized for the final 6 months of the year… I mean if you knew that was going to happen, would you want to move forward today and secure the date?
What I’ve done is taken away the uncertainty and given myself a chance to close the sale now.
Obviously the answer is not always yes, yet at that point I have a chance to use my sales skills by aligning, reframing and overcoming objections.
If you knew this strategy would increase your sales, would you use it today? I think you get the picture.
Great job today… make this month a fantastic month as you uncover your prospects needs and take away the uncertainty.
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