“Start using questions like these in your next conversation with a prospect. It’ll allow you to dig deeper and uncover what’s at stake for them. And you’re going to find that this secret can turn almost any conversation into a real opportunity.” – Chris Sorensen in today’s Tip 1801
Do you know what’s at stake for your buyer?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Chris Sorensen. Chris is PhoneBurner’s CEO. He works with a talented team to make sure that PhoneBurner is bringing to market industry-leading solutions that help businesses grow. Here he is:
Chris Sorensen: Every single one of us that has ever sold would like to be able to say, we’ve got a perfect record. Every opportunity is a win. But we all know that’s not true. We often feel like we’re just maybe one or two steps away from closing that big deal, but something’s not clicking. What do we feel? Well, we feel like we’re being ghosted. People don’t return our calls. They’re not answering our calls. They’re not even reading or opening our emails. They’re not responding to our text messages. They’re not showing up to the demos, and we’re just frustrated.
So what causes this?
A lot of us struggle with it. But there’s one golden secret, and when you learn it, it’s the key to help you avoid having to experience this on an ongoing basis. What is it? What’s that one thing? What is one thing you could change about your approach that would help you win more deals? It’s simpler than you think, and it’s often overlooked. It’s the one thing that separates the good from the elite.
That secret is elite salespeople know what’s at stake for their prospects. They know for sure what’s at stake for their prospects, what can be gained, or what can be lost if somebody doesn’t make a decision. And the bigger the stakes are in terms of what they can gain or in terms of what they’ll lose, they’re more motivated to actually make a purchase decision.
So how do you go about getting to what’s at stake?
I’ll give I’ll get three questions here that help to define what can be gained by your prospects. Then I’ll follow up with three questions that you can ask that help define what can be lost by your prospects so that you can ultimately understand what’s at stake.
Prospect. If my solution really makes a difference, how will it impact what’s most important to you personally? Another question, what new opportunities or goals would buying my product or service help you achieve? Another, I want you to picture yourself a few months from now, looking back at this decision. What will make you glad you move forward today?
The answers to those questions will tell you just the significance of what that person is trying to achieve. If they’re trying to achieve something that’s going to be a momentary blip of success, they’re probably not that motivated. But if it’s a transformational thing that’s going to make them a lot better, there’s something big at stake here that you then can leverage through the rest of that deal.
Now, let’s look at the other side of it. What’s at stake? What can be lost if they don’t move forward? Here are three more questions.
Prospect. What will keep frustrating you if you choose not to act now? Another question, what’s the biggest worry you’d face by putting this off? Another question, what are the hidden costs in terms of time or stress or lost chances if things remain the way that they are? If those answers come back from your prospect and paint a significant painful picture, you know that they’re motivated to act. But if their answers are somewhat surface-level and don’t seem like they’d be too bothersome, that prospect is not all that motivated to make a decision.
So I challenge you, start using questions like these in your next conversation with a prospect. It’ll allow you to dig deeper and uncover what’s at stake for them. And you’re going to find that this secret can turn almost any conversation into a real opportunity. I hope this tip hits home and that you’re able to apply it and that in every deal that you have from here on out, you will know what’s at stake for your prospect. I wish you all the best. Happy selling.
Scott Ingram: For links to connect with Chris, just click over to DailySales.Tips/1801. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!