So there you are getting beaten up on pricing and/or terms by a prospect who’s getting emotional.
By “emotional” I don’t mean someone going psycho or being abusive;
I mean someone who’s getting a bit animated, perhaps raising their voice slightly etc.
And while one might be wise to heed the words of Michael Corleone when he said;
It’s not personal, it’s strictly business!
Dealing with an emotional prospect, can actually be a good thing!
Why?
Because people buy emotionally and justify logically and since they’re already in an emotional state;
It’s much easier to redirect that energy versus having to create it in the first place.
How do you do that?
By asking questions!
Let’s look at a few ways that questions can help.
The act of asking a question (especially a really good one) is a pattern interrupt, meaning;
Something you can do to change someone’s state or strategy.
Asking questions allows YOU to control the dialogue (especially helpful when conversations become heated).
Asking questions allows you to bring the conversation back to something you actually agreed on and/or something more productive your prospect was passionate about.
Great questions build rapport and credibility.
Great questions allow your prospect to discover the point on their own instead of;
Having it force fed to them!
The problem with the questions many reps ask, is that they are often situational and spec related, and NOT problem and/or opportunity related.
Truth be told, asking kick-ass questions SHOULDN’T be reserved for those moments when you have an emotional prospect;
Great questions should be leveraged during EVERY step of your sales process!
I’m going to be talking about two, absolutely LETHAL types of questions that not only jolt a prospect’s emotions;
They establish YOUR authority and credibility;
Two things that go a REALLY long way during negotiations!
It’s part of our upcoming webinar How To Close MORE Deals!
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
