What if there was one single phrase that you could use with all of your prospects that would turn them around to consider buying your product or service? There is.
I learned this phrase several years ago and it became a daily staple of my search practice. The phrasing isn't as important as much as the energy that you need to say it, so follow these three steps to becoming more powerful in your persuasion abilities.
First, understand and believe in the value of your service. Will what you sell make a difference in the lives of others? It must. The first sale is really to yourself. If you have any doubt about what you are 'pitching' to your prospect, then it will come across. If you have a tough time with this then forget about your commission. Just think about the contribution. Focus on the contribution before your commission and you'll earn more commissions.
Second, follow this line of phrasing the next time your prospect is hesitant:
"That's fine, Joe. But you really need to consider this. You really do. Why don't we set up a twenty minute block of time on the phone together and I'll tell you what I'm talking about. And you can decide for yourself if you want go forward. I'm okay with whatever you decide."
You are telling them they need to consider it. Is it pushy? Not if you have belief in what you sell. This is where you need to increase your energy and the commitment that you have about what you are promoting. This is where your belief in your service takes on its own life form and creates anticipation and energy, which is then transferred to your prospect based on the conviction in your voice. The phrasing isn't really that important compared to the conviction that is felt by you that you transfer to your prospect. But the phrasing is authentic, congruent, and convincing.
Third, wait for your prospect to respond and see how many of them actually follow your lead. People want to feel in control of their lives. By using this phrasing, you are giving control back to them. Your prospects are tired of being manipulated and pushed to buy and are sick of all the spin in the world. Give them something different. Give them authentic enthusiasm and a rock-solid belief that what you are offering will give them the benefit that they deserve.
Forget about pushing them to the close of the deal or sale. Instead, lead them to the sale. There is a void of leadership in our society and people want to follow someone who has their own best interests at heart and someone who has an authentic belief in trying to provide a contribution to them. If you think this way and use this logic and phrasing, you'll be amazed at how much of a difference one small phrase can make.
- Scott Love
Copyright © 2008 Scott T. Love
Scott Love improves the performance of recruiters and the margins of search firms and staffing agencies. His training website, www.recruitingmastery.com, has become one of the largest free internet training sites for the industry. To have him show your staff how to produce more than they thought possible, call him at 828-225-7700.