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And that’s all I start with, because after that the conversation flows naturally to the end conclusion of whether we can work together or not.
Now I don’t have to feel nervous about getting to the next piece of my script because we just move into a natural conversation.
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In fact, I’ve thrown out my script entirely and just begin the conversation as I’ve described it above. And here’s what tends to happen now:
The other day I called a lead and used exactly this approach. The conversation flowed naturally and he seemed interested in the business opportunity. My first instinct was to try to "close" him as I’d been trained to do. Instead, I remembered what you said about not putting pressure on the person as you near the end of a conversation. So I used the natural phrasing you suggested and said "Where do you think we should go from here?"
And he suggested we schedule an appointment to move things forward!
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I love this approach because I can sell without being aggressive!
Also, people respond to me not as a salesperson but as a human being. I’ve had people book appointments and refer me to other prospects because they want to help me out. I’ve also found that when someone doesn’t want my products or service, I come away from the call with no rejection at all. There’s no doubt at all that my business has grown since I’ve been using your Mastery program.
Sales Mini-Lesson Take-Aways
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Here are some key take-aways from Ben’s story that can help you get on the right track: