Amazing and Easy Three-Step Selling System

Many prospects may have the premonition that when they sit in front of your desk they will be slapped with a generic sales pitch that’s been said to the thousands who sat in the chair before them.

Put yourself in their shoes. Would you want that?

This three-step selling system is the antithesis of the traditional sales pitch. It not only makes their experience personalized, it also can increase your chances of closing deals and increasing your revenue.

Let’s dive right into it…

Step 1: Ask Questions to Identify Their Key Concern

As said earlier, prospects might expect a sales pitch. Instead, surprise them by asking them what their main concerns are.

By doing so, you are planting in their heads that they are setting the terms for this meeting, that they are in control, that their concerns are different than other prospects and clients. After a few questions asked and concerns shared, their guard is down significantly more than when they first walked in.

That’s just one reason this step is so effective. The other is that is gives you key details you can weave into your solution, which is the next step.

Step 2: Offer the Solution to Their Concern

This step isn’t as nearly as difficult or complicated than many believe it to be. Here’s why.

Chances are if a person is sitting in your office, his or her key concern is likely to be related to the product you are selling.

For example, if your business is selling plans for debt-free college funding or retirement planning, the key concerns of the prospective clients you meet with probably aren’t buying a new house or planning a vacation. They are other places to go for that.

My point is that your business likely already has the solution for their concerns, so all you need to do is show them why your product is the solution to their problem. After all, that is why they are there, right?

Also, it’s very important to include specifics of their concern in your explanation of the solution. Such personalization will cause them to envision how your product will help them. You can drill that home by mentioning how your product helped other clients in a similar situation as them.

Step 3: Walk Them Through How to Get Started

In the previous step, I mentioned the idea of a client envisioning success. That’s the crux of this step. The more details they know about how their problems can be solved, the better they can envision it working.

Many times, especially in the case of college funding or retirement planning, the target savings goal is in hundreds of thousands or millions, which can make first step seem far-removed from the final goal. Taking those first few steps with them will help cement the idea that you’ll be there to help them until they reach that savings goal.

At the minimum, it will at least give them a clear picture of what happens out of the gate. Again, that’s why they are meeting with you, right?

Finally, keep in mind they may not be ready to buy yet, so when you are walking them through, speak gently and without the presumption that they are sold. Lay it out for them, show them how it works and how it will solve their concerns.

John McCarthy
Managing Editor, Leads4Insurance.com

 

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Brian J. Kay, Executive Director, Leads4Insurance
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