Is 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 isnt 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 youll earn more commissions. Second, follow this line of phrasing the next time your prospect is hesitant: Thats fine, Joe. But you really need to consider using this. You really do. Why dont we set up a twenty minute block of time on the phone together and Ill tell you what Im talking about. And you can decide for yourself to go forward, whether or not youre interested. 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 selling. This is where your belief of your product or service takes its own life form and creates energy and belief in yourself, which is then transferred to your prospect based on the conviction in your voice. The phrasing isnt 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 your product will give them the benefit that they deserve. Forget about pushing them to the 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. 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, youll be amazed at how much of a difference one small phrase can make. |
