“Get clarity with your decisions, align with your values, align with your dreams, and make decisions quickly and promptly.” – Rhonda Petit in today’s Tip 1274
How do you engage and create order for clients, and determine what holds them back and transfer belief?
Join the conversation below and learn more about Rhonda!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Rhonda Petit. Rhonda is a seasoned Sales Professional, a certified coach, leader, in-demand speaker, and author of “The Spirit of Selling”, with 37 years of Sales and Sales Management experience. She works with B2B Sales Professionals to release the virtual chains that keep them stuck and create the destiny they desire. Here she is:
Rhonda Petit: Okay, picture this. There’s three frogs sitting on a log and one frog decides he’s going to jump. How many frogs are left sitting on the log? How many of you say two? There’s no splash, there’s no action and a decision is not a committed decision unless there is action. Actions are triggered by emotions.
And lastly, remember, when we’re selling, we’re selling to a mind. A mind has two sides, like a coin. There’s a conscious mind and a subconscious mind. You want to sell to both, but you always want to remember to be selling to the heart because the heart causes the action.
So how do you engage and create order for clients, engage their emotions, determine what holds them back and transfer belief?
I believe there are the first thing you must do to create order is to have order in your sales process. And so the first question to ask anyone is, what is it that you really, really want? What’s the current state? What’s the future state? What do you really want? And get that clear description, is crystal clear with as much order as you can.
The second question, the reason you’re asking that is you’re talking to the intellect with that first question. The second question you’re going to ask is, why is that important to you? This is when you sell to the heart. What you’re trying to uncover is, why is this important to the client? What’s the motive? What do they really value? That is going to be the secret to help you drive action and build desire.
The third question you’re going to ask is what if anything holds you back? This is related to the sacrifice. This is also going to be the source of most of the objections you’re going to get from the client. If you listen really carefully to that answer, you can start removing objections before they come up.
The fourth and final thing that you want to do is you want to be able to transfer belief to the client. Because the client, in order for that frog to jump off the law, he’s got to trust himself that he can swim. And the best way for you to transfer that belief is to become a master decision maker yourself. The more that you understand yourself and the faster that you can make decisions for yourself, the better you’re going to be able to transfer that belief to your clients.
So get clarity with your decisions, align with your values, align with your dreams, and make decisions quickly and promptly. And when you learn to do that, you’re going to be able to transfer that same belief to your clients and you won’t have anybody ghosting you anymore. You’ll have people moving forward towards their transformation.
Scott Ingram: For links to connect with Rhonda on LinkedIn, to register for her free workshop on her website, and grab a copy of her book The Spirit of Selling Book on Amazon, just click over to DailySales.Tips/1274. Once you’ve done that, make sure you’re subscribed to the podcast and come on back tomorrow for another great sales tip. Thanks for listening!