We’re living in a world where many prospects enjoy the safety of holding off on making a decision. Sadly, we also live in a world where many find it safer to cling to the status quo too.

Either way . . . it sucks for us sales folk.

Before I offer something really simple to help, it’s important to understand that delay and indifference are symptoms. They might be symptoms of poor qualification, a poor needs analysis, lack of rapport and credibility etc.

So the best defense is always a good offense.

Having said that, you need to understand something about buyers that may shock you 

Thanks to some sleazy sales types out there, they might be a tad skeptical when it comes to dealing with you.

I know, a buyer actually doubting a sales person but . . .

Being skeptical, having doubts and the lack of proof causes people to delay.

So, why not prove what you’re saying by embracing any number of the following suggestions . . .

1) When you tell someone something that you believe to be a selling point, give an example of how that feature/benefit helped someone. In other words, bring that bad boy to life! When you tell someone how awesome something is, give them an example as to why. When you’re trying to illustrate a point, give an example to help them understand the “Why?”

2) Offer Facts: Facts can be years in business, relevant things about your background, things you can claim exclusively, etc

3) Statistics, Studies and Stories. Citing studies or statistics can go a long way towards adding a layer of credibility to your words. A good story helps people visualize and experience an emotion or it can simply show someone a challenge, your solution and the incredible outcome a client experienced.

4) Testimonials Who says so besides yourself? Personally, I think we should riddle the hell out of our websites, our bios and proposals with testimonials. Unfortunately you can’t do that if you aren’t asking for them in the first place. Assignment: Grow a sack today and start asking people for testimonials. Enough already!

5) Samples of your work. My rule of thumb with this is to never show a sample without a story attached to it. Example: “This piece we printed for Disney represents an 11th hour miracle. Let me take you through it” By positioning your samples in this manner you get the visual and you get the story that connects the dots for your prospect.

6) Demonstrations and Tours. Show your product/service in action through live demos, handing the keys over to the prospect and allowing them to “test drive” your widget, video demonstrations, screen shots and let’s not forget the plant tour.

7) Take every intangible that you bring to the party and figure out a way to make them more tangible. Example: How do you make something like superior quality control tangible? What does that look like? Well you could show internal forms you use as part of your quality system, perhaps a flow chart of the overall quality control process, perhaps a video? If you offer product training, what does that look like? Well you could show a few sample manuals, a picture of the trainer, a video blurb of a training session. reinforcement materials etc

So there you have it folks, 7 (actually more than 7) ways for you to get your prospect off the fence.

Homework: Take these ideas to your sales team and brainstorm how you can use these various forms of “evidence” to help get prospects off that dreaded fence of indecision!

Oh and if this sounds familiar, it should because I cut and pasted the exact lesson I sent you yesterday in hopes that today you’ll actually get to work and apply it.

Yep, my blog, my rules but ultimately it’s your career!

Stop consuming and start DOING!

It’s Time To Kick Your Competitor’s Ass!

Want to change things up this summer?

How about learning how to outfox and outwork your competitors while they’re slacking?

Starting July, 16th, right on your computer screen, I’ll be working with you each week, for 6 weeks and I have some awesome things to share with you.

Like what?

Like, click here and have a look!

Oh, and you might want to take advantage of the early registration promo and save a nice $50 bucks if you register BEFORE June 18th.