Remove Doubt and Make More Sales
Coach Nate here, and today I’m going to help you remove doubt, make more sales and sell faster. It’s time for you to close more sales now! Imagine this: you want to buy a service, but you’re not sure if the person you’re dealing with is going to do the job to your satisfaction. What do you do? It’s a common scenario we all face when dealing with someone or a company we’ve never dealt with before.
If you’re a salesperson, how many times have you lost a sale because there was a nagging doubt in your prospect’s mind that you didn’t put to rest? You may never know the answer to that question. But what can you do to put your prospect’s mind at ease?
Close More Sales Now – 2 Most Common Silent Questions
No matter how good your product or service, or how wonderful your sales presentation, a couple of questions are floating around the prospect’s mind. One of those silent questions is, “Can you prove it?” and another is “Who else says so?” Answer these questions effectively, and you’re well on your way to a sale.
Close More Sales Now – 3 Prove-it Sales Tools
Here are three “prove-it” sales tools to help overcome your prospect’s natural concern:
(1) Testimonials
Testimonials are a powerful tool to overcome your prospect’s doubt. Ask your satisfied customers for a testimonial letter, and don’t be afraid to use it in your sales pitch. Verbal testimonials can also be used when you have satisfied customers who are willing to receive a phone call from your prospect. Video Testimonials are excellent in between.
Sometimes just showing the prospect a list of the companies or customers you’ve done work for in the past – a customer list – is enough to put the prospect’s mind at ease. Portfolios and Website pages of case studies, pictures or videos of previous projects and past successes are also powerful forms of testimonials.
(2) Tell a Story
The second “prove-it” tool is the use of stories – true stories, not fiction. Using examples or stories of satisfied customers who have used and benefited from your services is yet another way to provide peace of mind to your prospect. When using examples, make sure they are relevant, accurate, specific, clear, and the right length.
(3) Use Experts
Our third “prove-it” tool is the use of outside sources. Using the testimony of expert sources or publicly available statistics to prove your point can also do the job. Having impartial, third-party testimonials from well-known and respected people, respected industry organizations, or government agencies are all powerful selling tools.
How to Remove Doubt and Close More Sales Now – Summing it Up
Using these three “prove-it” sales tools will help you remove doubt and make more sales. So next time you’re trying to sell something, don’t forget to use testimonials, tell a story, and use experts to put your prospect’s mind at ease. Close more sales now. With these powerful tools, you’ll be well on your way to closing more deals and achieving your sales goals!
If you are looking to improve your closing ratio, check out Overcoming the Fear of Closing a Sale or How to sell fear, the #1 sales skill you must have.
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