Do you struggle with objections centered around what your program or product costs?
Or are you getting a lot of technical questions about how you do things or what’s included?
If you struggle to gain new clients or make sales from your enrollment process it’s probably NOT from a lack of value; it’s probably because you’re not effectively communicating the value that you offer (this is why telling your prospect about all the ways you help is rarely the solution!).
If your session focuses on YOU and/or the details of the program you have to offer then the discussion will always end up being about “what does it cost” and whether or not they can afford it. Or “How do you do what you say you can do?” Which leads to “I want to think about it” or “I want to do it but just not right now”.
This is because they are focused on the cost of moving forward.
Instead, focus the conversation on THEM.
When the focus is about them and what it’s costing them to stay in their current situation you will find many times your prospect starts thinking about whether or not they can really afford NOT to get your program.
This is a powerful shift that puts them in control of the decision.
No selling required just helping them see their options.
You should always spend most of your time asking quality questions and listening to your prospect rather than talking.
When you help them uncover their problem and then you monetize the problem they can see that it’s costing them money in the form of lost opportunity.
For some of them, it will literally be thousands and thousands of dollars every month.
When you empower your prospects with the right information they will make the best decision for themselves. When your solution and their problem are a good match the sale will take care of itself.
Can you see how this approach will help you get more clients with less stress pressure or struggle?
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Mike, I agree with the points you make. I believe it is crucial for any sales conversation to be focused on the prospect/client. Your content is spot on!
It has been my experience that while in the sales role many battle with their confidence, relying on the features to sell the product or service rather than the client benefit.
While some of my clients make that leap easily, others wage an internal battle. That battle is rooted in the confidence they possess around the real value they bring or their product brings to the market.
My clients have an easy time in making the transition when they spend time getting feedback from the market, their associates, vendors and peers and making determinations regarding value based on others input.
Thank you, Doreen. You’re absolutely right that the ones who struggle with this tend to have a conflict about the value they bring or the transformation they deliver.
Getting feedback from existing and past customers is a great way to build confidence. I am sure you clients are fortunate to have you helping them.