When it comes to sales, sometimes the deal stalls for one reason or another. As a business owner or salesperson, you want to get the prospect to follow through on the sale, but you don’t want to be too pushy or confrontational and jeopardize the deal. Phil M Jones is a master of effective communication. He wrote a book called The Right Thing to Say. The Magic Words for Influence and Influence,” which I have read several times. Below are two sets of buzzwords that every business owner or salesperson can use to revive stalled sales.
When will be a good time…
Often we come across prospects who would really benefit from our offer. Often they may have shown some interest in the initial discussion, but failed to act as committed. The reason they are inactive is often not because they didn’t like your offer or changed their mind, but because they are simply busy.
As a small business owner or salesperson, you may want to revitalize the sales process, but want to avoid the deal-killer response. “I just don’t have time.” When you’re talking to them and they’re doing something else or looking busy, if you try to talk to them again at that point, they probably won’t hear you. To avoid a deal-killer response, start with the powerful words “When will be a good time…” followed by your request.
There are several things that are very powerful among those words. For one, the words “When it will be a good time…” imply that there is, in fact, a time in the future when this makes sense. Moreover, it also implies that time is not a good answer.
Some ways you can think about using the powerful words “When the time is right…” might be:
- When will be a good time? look at my offer?
- When will be a good time? to get my crew out to start painting your home.
- When will be a good time? speak next.
When you use the powerful words “When the time is right…” you are showing respect for the prospect’s timing. A prospect will often tell you when the best time to start the sales process is when they are not too busy, so they can really hear what you have to say.
I think you haven’t made it…
As small business owners, we’ve always had this problem. You talk to a customer and they commit to getting back to you by a certain date. And now, that date has come and gone. Most small business owners and salespeople will simply give the prospect more time to do what they’ve committed to so they’re not too desperate. However, giving the prospect more time can also cause the customer to listen to your competitors and cause you to lose the deal. Moreover, many entrepreneurs and salespeople do not want to address the question head-on, saying, e.g. “Hey, you said you were going to contact me about your order by Tuesday. It’s now Wednesday and I still haven’t heard from you. What is happening?”
A simple set of powerful words you can use to disarm a prospect is to appear timid by saying: “I guess you haven’t gotten to…” followed by their commitment. These powerful words enable the prospect to save face. By expressing your fear in the negative, “I guess you didn’t make it…”, perspective is often lifted to the positive.
If they don’t follow through on their commitment, most prospects will be very upset about it, and they’ll probably say how sorry they are and give you a new promise. Since they failed once, they will make the new promise a priority. This is because most prospects are people of their word and feel bad if they break a commitment.
A few ways you can think about using the powerful words “I guess you didn’t get…” might be:
- I guess you haven’t Are you talking to your partner about the deal we’re offering?
- I guess you haven’t Reviewing the contract we sent you?
- I guess you haven’t decide if you want to move forward with our company’s offer.
The powerful words “I guess you didn’t make it…” are a very simple way to get a prospect to respond to you without feeling desperate or desperate.
How can you use one of two sets of influencer words to revive a stalled sales process?
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Power words to recover stalled sales appeared first on How to give advice for your side or small business.
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