Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward — so we don’t lose momentum, ending in losing the potential client.
So, when an initial sales conversation with a prospect runs out of steam, and feels like it should reach some kind of conclusion, we often fill that awkward moment with: “Do you have any other questions I can answer for you?”.
That prompts them to respond along these lines of: “No, I think that pretty much covers it… thank you for your time”.
At that point, you might feel a sense of relief that you avoided an awkward moment that would’ve left the conversation on a cliff hanger.
In this month’s Stump The Guru show, I’ll be talking about How to End the Sales Conversation, Without Ending The Sale.
I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop “chasing” ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead
I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.