Hey Coach, I can’t sell my product/service. Nobody wants what I’m selling! Hmmm, sound familiar? Have you heard this from your sales people or business associates? Or, have you said it yourself?
Too often the challenge we’ve all faced is realizing that it’s not the product or service that our prospect is buying, it is what that product or service will do for them.
So what is it that they want? Everyone is looking for:
- Better health
- More money
- A better lifestyle.
The challenge is communicating to our prospective clients how what we have to offer will be the vehicle that will achieve these ends.
A mentor of mine once said that everyone says they want Freedom. Yet if they don’t have their health they can never experience true freedom. Likewise, if they have their health while lacking the financial wealth to enjoy it, they will not have freedom.
Freedom, in this instance, equals lifestyle. This lifestyle will be different for everyone we talk to. Think about what your prospective client likes to do, where they’d like to live and the folks they’d like to have around them. Do you know what their dreams are? Perhaps they are happy with the way things are. Or, perhaps, have settled for the way things are because they haven’t found a way to achieve whatever it is lacking.
Great thoughts Coach. How do I find this out?
By asking questions that go beneath the surface to uncover the dreams, desires, wants and needs of those we are talking to.
Asking questions is not an intrusion into their life. This is the only way we can find out what is really going on. The problems that they have – remember, everyone has problems – our job is to uncover them.
Once we’ve found the source of the pain we can use a very effective three step process to determine if they are a suspect – one for whom the pain is not important enough to take action on – or they are a true prospect, that person who is willing to do what it takes to solve the problem.
Using this simple three step process will save you time while helping you to stay in front of potential clients instead of wasting time on those who are not serious. If you’d like to learn how this works, contact me. We’ll spend a short amount of time looking at what you’re doing so you can see how the process you are using may be costing you clients.