If you've been selling for some time, you've probably at least one experience in your prospect who suddenly began allowing you to "silent treatment."
Anthony described this dilemma very impressive when he called me a few weeks ago:
"Ari, I do not know what to do when you get hit with the" silent treatment "- you know, when I was working with the potential for a good time, and we had talks big and interesting they have expressed in our solution - and then suddenly, he stopped everything.
I try to remember once or twice. I send even follow-up e-mail, but nothing. Simply disappear. I think I lost sale, and I do not know what I did wrong, or what should be done next. It makes me feel like sales painful and difficult process. '
If this has happened to you, I felt anxiety and confusion. You can be yourself and said: "It's not as if I'm the only person who did something wrong. I put everything in a relationship. How can I save a sale if you can not even get them to talk to me?"
And "Hopeium" Trap
There is a way to re-establish the connection without pressure when your prospect starts giving you "the silent treatment." But first, it is important to understand why the situation happened in the first place.
That most of us get caught in the sale of "hopeium", a term that means comic concentrate our hopes and desires to complete the sales process. Hopeium but could be a trap, because it is impossible for you to keep in mind your most important goal: finding the truth about your prospect.
When we focus on the result - make the sale - start automatically to predict how the process will continue, and we are also beginning to expect that things will go as we hope that you will.
But if we are in this situation from the perspective of the mind and breaks suddenly Communications, we lost, and frustration worried, confused and frustrated. We are concerned about what happened.
May feel so betrayed.
Is it possible to unravel the mystery?
Yes, and abandon your agenda and find out the truth about where you stand with your prospect - and be fine with whatever the truth may be. "But how do I know the truth when they avoid me?" You might ask. "Why do I need to give up for sale?"
Take the second question.
If you approach your prospect while I still hope sale will happen, and will introduce sales pressure in the relationship. This push your prospect away from you, and destroy any confidence that put them. Instead, you can eliminate the sales pressure by telling them that you agree with their decision if you decide not to proceed.
In other words, you can take a step back instead of trying to hunt and follow up with phone calls because you are focused on getting "yes."
The bottom line is:
When he gives you the possibility of "silent treatment" that does not mean you've lost the sale. This simply means that you do not know the truth yet.
What you need to do is call and find out the truth.
Why the truth so important?
Here are 4 important reasons:
1. Stop the loss of confidence in your ability to sell. And "silent treatment" that threatens our "hopeium". Begin to blame. We do not know where we are - a painful vacuum. Our self-talk is negative and full of self-blame, and we on tenterhooks whether he was still selling will come through one way or another.
2. You can increase the efficiency of sales and reduce the level of tension. Once you know the truth about the case of your prospect, you can either stay or participate in perspective on the move. I often say: "A" no "is almost the value of" yes "" Why? Because it frees up your time to find prospects who are the best fit with your solution. This allows you to work much more efficiently because you can quickly eliminate prospects who do not buy. Know the truth from the perspective that allows you to get away without a whisper guilt-inducing voice, "If you give up, you do not have what it takes."
Know the truth about your prospect translate into concrete results on the real opportunities of the dollar. You can also turn off the pressure that comes from self-sabotage Hay "silent treatment" limbo.
3. Pressure to pay sales prospects away. When you reply to a "silent treatment" with calls and e-mail messages, you really say that you are committed to pushing forward sales process - which means that you need to your needs, and they do not have. This makes the lack of trust between you and works in the other direction.
4. And "silent treatment" - completely break the communication - is how to protect against pressure sales forecasts when you do not feel comfortable telling us the truth. The more we press, and more running.
But the reverse is also true. We are more relaxed, and inviting the right, the more they will be with us. Prospects feel comfortable sharing what is happening with them when they know that we agree with the hearing.
How communication open
Anthony said after and talked about some of these questions, "All of this makes much sense, I see, but I still do not know what to say when I call."
It's easier than you think.
* First, give your prospect simply call. (E-mail, voice mail is very personal, so use it only as a last resort if you can not reach your prospect after several phone calls.)
* Second, take responsibility and apologize because it caused the "silent treatment."
Here are some languages, suggested to Anthony that will make prospects feel safe enough to open and tell the truth about their situation:
"Hello, Jim, this is Anthony. First I want to call and apologize We ended up not being able to connect. Feel that somewhere along the way could've dropped the ball, or I do not have to give the information you need. I do not ask for completion things because I had taken on the assumption perhaps with someone shot someone else, and this is absolutely correct, and I check to see if you can get information on where you can improve the next time. "
When you reply to a "silent treatment" in this way, the results will probably surprise you. You can even learn that the prospect has legitimate reasons for not returning to you.
You can also find more productivity and less frustration. It will make a world of difference in the level of productivity, and your stress level, and your income, how much you appreciate what you do.
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