Dogs, Cats, and Your Sales Techniques
Why do clients get on a sales call with you?
Simple — It’s because they know they have a problem and they’re ready to fix it.
So… why don’t they always say yes?
Why do they put up objections?
Why can’t they see the value in what you do?
One reason may be that we aren’t helping them to visualize their life during AND after working with you. If they can’t visualize what it will be like to work with you, it may be difficult for them to rationalize that this will help them get the result they’re after.
Let me tell you a quick story.
One of my friends was always a cat person. She didn’t particularly like dogs. In fact, I would go so far as to say she really disliked dogs. She thought they were dirty, rambunctious, and that her cats were much prefered in terms of companionship.
BTW, Kyle and I are TOTALLY dog people, so hearing this was like nails on a chalkboard.
She held her belief that she wasn’t a dog person because the experience she visualized of having a dog didn’t seem enjoyable to her. They licked your face, which is pretty gross. They barked. They shed. They dug in your garden.
Then one day her boyfriend came home with a dog. All of a sudden she was able to experience the joy of having a pup in her life. She realized that when the dog licked her face it was because it was the MOST happy to see her. When the dog barked it was to protect her. She didn’t at all mind the shedding — it was no worse than the cat’s.
Now you’d think that dog was her first born!
Sometimes this happens with our clients as well. They hop on a call with a preconceived notion already formed in their head of what it’ll look like to work with you based on what they’ve heard, assumptions about your industry etc.
Ultimately, if they can’t picture what it will be like to work with you, they may make assumptions that aren’t true and they may feel that the experience will be more difficult than it is.
And boom — Objections. Second guessing. No sale.
This doesn’t mean they don’t like you… but they may be resistant to the amount of work they’ll need to do in order to get the result.
Now, some good ol’ fashioned hard work is never bad thing, but it’s YOUR job on a sales call to help them see how you’ll support them throughout the process.
How you’ll hold their hand.
How you’ve structured your process to make it as painless as possible for them.
You also want them to connect the work to the benefit. It’s one thing to tell them the benefit (increased sales, better quality of life etc.). It’s quite another for them to tell themselves and ultimately experience it.
A few great questions to ask to really help them visualize and connect with the benefit that you’ll be providing are:
“How will your future be different if your [insert problem] was solved?”
“Tell me about your vision and goals for the business?”
“Tell me what your life looks like once we’ve achieved these goals?”
Isn’t this what it’s all about?
Enjoying your time working together with your client AND helping them achieve the results they’re looking for?
Give them that mental picture on your sales calls and the Yesses will start rolling in!
And whenever you're ready, here are a few ways we can work together further…
Join our free group
My favourite thing to do is to hatch client creation strategies and I often shares the behind-the-scenes strategies we're working on inside our High Ticket Selling Lab group. Click here to join.
Watch one of our free trainings
We currently offer two free on demand classes. The first will help you create a pipeline and fill it with qualified leads. Click here to watch the Prospecting Class. The second class will help you close more sales in 5 simple steps. Click here to watch the Closing Class.
Join our Sales Appointment Mastery Program and become a Case Study
I'm putting together a new case study group this month that will show you how to book more sales appointments… stay tuned for details. If you'd like to work with on a process for generating more sales calls online, just message me here with “Sales Appointment Mastery” and I'll send you the details.
Work with me and my team privately
If you'd like to work with me and my team directly to help you build a 6- or 7-figure business, just message me here with “Private” in the subject line and tell me a little bit about you and your business. I'll send over all the details.
And also, if you'd like a free copy of my book that shows you the 12 Foundations to build a business that is fun, fulfilling, and financially freeing you can grab that here: heatherprestanski.com/book