There are certain scenarios that can occur during the sales cycle where;
A prospect begins to second guess their need for your solution.
A prospect begins to second guess their need to make a change.
A stakeholder(s) are against making a change.
A prospect loses their urgency.
A prospect wants to “back burner”the deal because things are “Crazy busy right now”.
There are any number of scenarios that can occur that derail the deal!
How To Preempt These Things (Or At Least Give It A Damn Good Try)
Foreshadow the scenario!
In other words;
Let them know about something they might experience in the future and suggest how they might handle it.
Example: Let’s say you have a prospect and you can tell that even though they’re on board, they are going to face lots of internal push back.
You could say “Based on what you’ve been telling me, you might find yourself in a situation where you really have to sell this internally. Here are a few options ________________” or you could ask them how they plan on responding to internal pushback.
Another Example: How about one where you know there’s a good chance that come June, they’re going to want to postpone until September. This NEVER happens, right?
You could say something like; “The steps we both need to take to move forward will probably take us right up to summertime. It’s right about then that you might feel like putting it off until September instead. Here’s why we should both agree, now, to stay the course”.
You can foreshadow a higher price.
You can foreshadow distractions taking them off course.
You can foreshadow second guessing a decision.
The point of foreshadowing is to get them “visit that place” and agree with you, in advance, how they will handle it.
Last, but not least;
I’m not suggesting that you throw a bunch of random foreshadowing tactics at a prospect;
I’m suggesting that you read your prospect properly and;
Use the tactic as you see fit.
Make sense?
I’m going to be discussing this tactic (and others) during our How To Close More Deals webinar on Thursday, March 19th, at 11:30 am EST!
Here’s what you’ll gain by joining us;
- 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
- How to get the right players to your meetings… my definition of the “right players” might surprise you.
- How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.
- 9 “Insurance Policies” you MUST take out with EVERY prospect!
- 10 forms of “evidence” that reduce doubt, skepticism and objections.
- How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!
- How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when you think you’ve been ghosted.
- How to position yourself for a “second chance” when you lose a deal!
When?
Thursday, March 19th, from 11:30 am – 12:30 pm EST. Can’t join us live? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.
Here’s What You’ll Get;
(1) 60 Minute Webinar Packed With Actionable Tips.
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
What’s The Investment?
$99
