Sceptics – The Good, The Bad And The Ugly If you have a product or service that you offer in exchange for money, you’re bound to run into people that would make perfectly good clients / customers but they won’t buy because they’re dealing with their own skepticism. Sounds familiar? Sometimes, it feels like we just have to get them to see the issue from our point of view and they’ll be happy to engage us. It’s rarely that simple though. When you’re dealing with skeptics, what you have to understand is that it’s not just about convincing them through their intellect. You’re dealing with demons that they’re battling with, often subconsciously. The good news is, usually they’re willing to share what’s going on. This is step one in the process. Create an environment where they feel safe to open up to you. Whether it’s a sales conversation or taking them out to lunch or just having an impromptu phone call – the vehicle is unimportant. What you need to look for is to allow them to really be themselves with you. This will give you incredible insight to your prospects’ mind so you can adjust your marketing strategy and shorten your sales cycle. Understanding their psychology and being able to relate to it is very powerful. More importantly though, it’ll help you win new friends and create relationships of mutual trust and respect. When you’re looking to establish a position of being preeminent (you can learn more about that here), being the best in your industry is only one half of the battle. Making your prospects think and feel that you’re their trusted adviser is just as important. The bad news is, it takes time. There is no magic pill to become someone’s trusted adviser for life. You’ll need to go slow, just as if you were going out on a date for the first time with someone. You wouldn’t propose to get married to the person you just met, right? Click on the image to read more...
Posted on: Thu, 04 Sep 2014 04:46:16 +0000
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