How to handle that delicate part of the sale
Apr 25
Articles | Business Coaching
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I often get asked about the sale, and how to bring a client to say, “Yes, I’d like to work with you. Here’s my payment.”
One of the most powerful ways to sign on a new client is to approach the conversation with questions, rather than statements.
For example, telling someone that training is the best thing they could ever do, it’s the solution to all their problems and it’s cheaper than any future medical treatment they’ll need …will not often be the most effective way to go.
Instead, approach the sales part of the conversation via questions. I’ll give you an example. You’ve been speaking with a potential client and they ask, “How much is personal training?” Stay calm and know your worth. You might say, well let me ask you a question first. Tell me a bit about what you would expect to get out of our time together, what would you expect to get out of the service?” They’re now talking themselves into working with you. If their expectations are valuable, say something like, “Yea, absolutely. You can also expect to …” and insert a benefit they may not have thought about.
Then ask THEM, “So what is that worth to you?” Some will say, “Well it’s priceless!” or they’ll come up with other options.
You can ask if they’d like to get started at this point and even establish their weekly schedule.
Now is a better time to show them your prices. Describe the prices briefly, if needed and ask which one would work best for them. Then. Be. Quiet. They may say, “Wow this is pricey! Or they may go on about how they can’t afford it, etc. Just remain present with them, be cool, and remain silent. Don’t engage in their thinking/resisting out loud unless they ask you a pointed, direct question. Hopefully, they’ll tell you which package they’d like and you’ve just gotten your next client. Congratulations!
You can learn how to become a cool master of the sale by purchasing individualized business coaching, available by phone or Skype. Simply call or text 310-745-3021 to sign up today.
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