GETTING FROM A 'NO' TO A 'YES' WITH PROSPECTS
Consumers choose NOT to buy products or services for different reasons. Most times they are honest with their answers on WHY they believe they don’t want to buy and sometimes they give you generic reasons:
While the list above is not all inclusive, it reminds you of some of the things you probably heard before. Over a period of time hearing these responses can get frustrating not just for the Sales team but also the management.
8 SIMPLE BUT HIGHLY EFFECTIVE STEPS THAT SME'S CAN DO TO MOVE FROM 'NO' TO 'YES'
Deal (internally) with the Rejection
You may have spent days or even weeks getting in the front door or maybe even months, nurturing the lead. That’s part of the job. It’s ok that it didn’t happen the way you hoped it would. Pick yourself up, dust yourself off and stand up tall.
Understand the Context behind the Objection
More often than not, customers will tell you half truths. They are not lying to you, just selective about which parts of the truth they wish to reveal to you. Stop trying to sell. Don’t ask “But Why?”, that only leads back to the answer they already gave you. Shift the topic to better understanding the context behind the objection … what has not been revealed. Remember that you are dealing with a person. With Emotions. You need to harness that emotion and add momentum
Rephrase their objection
Rephrasing their objection in a new & positive context where your solution is the saviour to their problem forces them to see a new possibility; to see it from a different angle; from a different light. Make their objection the reason that they should buy your solution
Deconstruct the Solution
Sometimes the size of the solution is too much for a customer to bite. Break the solution down into biteable chunks. Yes, it might mean that you don’t convert their entire CRM / ERP solution OR preorder 1 year supplies of office supplies from your company, but, you bridge the gap and get a smaller piece of the pie; to start with
There are 4 parts to building momentum!
Dial up The Pain
Remember your customer is human and all humans feel Pain more intensely than Pleasure. They are designed to get motivated to get out of pain than to go a higher level of the status quo. Dial up the Pain! By showing them how continuing to not have that part of your solution impacts their life or the profitability for their business
Fear of Loss
People will do more to avoid a loss than to get a gain. Maybe offer a limited time discount or a value added service if they buy the deconstructed solution within the next week
Keeping up with the Joneses (Social Proof)
People look to what other people like themselves are doing (social proof / personal aspirations). Show them how others have benefited from your deconstructed solution
Press. Release. Repeat
Keep reminding them of the Rephrased Objection (Step 3) and Dial up The Pain (Step 5a) throughout the entire process
Reduce the Risk
This does not always have to be about money refunds. Reinforce your commitment to be there: come hell or high water, to ease teething problems; quality assurance; performance guarantee; with 100% authenticity
Ask for the sale
Close the loop by bringing it home. Don’t be shy. Outright ask for the sale!
Go for Gratitude
Send them a Thank You note or any other small token of gratitude once the meeting is done / deal is made. Gratitude goes a long way in building a long term relationship
Trigger Worldwide is a Growth Marketing Agency, built specifically for SME’s and Startups to create Sustainable Business Growth. Our proprietary tools and process methodologies harness Technology, Creativity & Innovation, leverage Economic Drivers and Consumer Beliefs to help SME’s achieve their Growth Agenda’s.