This week’s question from our portal “Ask Us Anything” comes
When you’re on a sales call with someone and they ask you, “Why would I coach with you?” or “Why should I do this program or package with you?” what’s the best way to answer that?
I’ve heard you say to focus on what the other person wants. Instead of telling them all the “why’s” or the “hows” of our program—we should ask them about what THEY want. We should say something like, “Imagine how great your life could be if you took the next step towards what you desire.” Am I understanding that right?
Yes, that’s on the right track. One of the principles I teach is:
If you make decisions based on where you want to go, you have to “see” yourself already at the end goal, or the mission, or the purpose, or whatever you want to be—and then start making decisions based on that information (or vision), and not based on information from the past.
You can use this principle for yourself as an individual. Visualize yourself already being at your goal and seeing how your life would be different.
But you can also use this idea during a sales call.
When you’re on a sales call with someone, it’s generally because they want something. They want to change something, or they want to get a different outcome, or they need some kind of help.
During a sales call, you should find out exactly what the other person wants—and to get them to see the incongruence of NOT making a decision in that direction.
Help them see what happens if they DON’T take the next step on their desire. And then help them celebrate the victory of actually taking a next step.
It’s like, “Okay, here’s what happens if you move in the direction of what you want. And here’s what happens if you don’t.
It’s much more effective to focus on what they want, rather than over-explaining your program to them.
David
P.S. If you’re ready to master the art of sales and learn how to guide your prospects toward life-changing decisions without over-explaining or convincing, The Matrix program is designed for you. Join the waitlist today and be the first to know when enrollment opens. Your next level of sales mastery starts here— click here to join the waitlist.
