Sales Fact:
Everyone buys with emotion and justify it with logic.
But most people find it hard to uncover a prospect's emotion on a sales call.
Here's how to MINE your prospect's deepest and buying emotions without sounding sleazy
A thread
Everyone buys with emotion and justify it with logic.
But most people find it hard to uncover a prospect's emotion on a sales call.
Here's how to MINE your prospect's deepest and buying emotions without sounding sleazy
A thread
Firstly.
If a prospect got on a call with you my friend…
it's obvious that he has a problem he needs to get solved.
Now your job on the call is to find out what the problem is.
Understand it deeply…
Then, guide him to the solution.
But this where it gets interesting:
If a prospect got on a call with you my friend…
it's obvious that he has a problem he needs to get solved.
Now your job on the call is to find out what the problem is.
Understand it deeply…
Then, guide him to the solution.
But this where it gets interesting:
Thing is…
He only buys when his buying emotions are switched on
And that's when he makes a decision
So my friend…
Do you see why you have to find out what his emotions are.
You don't assume for him…
You don't think for him…
You simply dig it out for him.
Completely!
He only buys when his buying emotions are switched on
And that's when he makes a decision
So my friend…
Do you see why you have to find out what his emotions are.
You don't assume for him…
You don't think for him…
You simply dig it out for him.
Completely!
Without a stone unturned
Else,you lose the sale, and importantly, he loses his chance of getting the help he needs
Which could be costing him a great life deal.
Like saving his marriage…
Or affording of his rents and bills
Or being able to live life as he has always wanted
Else,you lose the sale, and importantly, he loses his chance of getting the help he needs
Which could be costing him a great life deal.
Like saving his marriage…
Or affording of his rents and bills
Or being able to live life as he has always wanted
So you see now how crucial your words as a salesperson are?
You do right?
Good!
Now…
Your prospect’s emotions are either of 2 things…
- The emotion of a present pain.
For example
“Not being able to watch your kids grow because of cancer”
Or this:
You do right?
Good!
Now…
Your prospect’s emotions are either of 2 things…
- The emotion of a present pain.
For example
“Not being able to watch your kids grow because of cancer”
Or this:
“Losing your marriage because your partner doesn't find you attractive”
- Also, there's the emotion of desire.
Example?
“Retiring your parents from their 9-5”
Or
“Getting your dream ride”
Regardless of whichever it is...
- Also, there's the emotion of desire.
Example?
“Retiring your parents from their 9-5”
Or
“Getting your dream ride”
Regardless of whichever it is...
being able to uncover your prospect's emotions helps you almost always close the sale.
But how?
By using these 7 limiting beliefs surrounding EVERY problems of your prospects.
Using them to mine their emotions would get them selling themselves.
And...
But how?
By using these 7 limiting beliefs surrounding EVERY problems of your prospects.
Using them to mine their emotions would get them selling themselves.
And...
with almost no objections for you to address.
Alright, take a deep breath…
Inhale… Exhale…
Do it! Common
Ok good.
Now you're ready to take a dive in.
Let's get into it already.
Alright, take a deep breath…
Inhale… Exhale…
Do it! Common
Ok good.
Now you're ready to take a dive in.
Let's get into it already.
1. Find the Pain
Here, you're basically ask questions to determine what it feels like not having X outcome.
Doing this will help you isolate their problems
Example is
“Could you tell me 3 things you don't like about your current situation with X?”
Then...
Here, you're basically ask questions to determine what it feels like not having X outcome.
Doing this will help you isolate their problems
Example is
“Could you tell me 3 things you don't like about your current situation with X?”
Then...
You go on to probe from that to get more info.
But wait...
You get what I mean by probe yes?
You don't?
Ok.
Here:
But wait...
You get what I mean by probe yes?
You don't?
Ok.
Here:
Asking questions like:
- Tell me more about X
- You just said X, what do you mean by that?
- Can you paint me a picture of that?
- Can you tell me a scenario where X happened? etc.
Next.
- Tell me more about X
- You just said X, what do you mean by that?
- Can you paint me a picture of that?
- Can you tell me a scenario where X happened? etc.
Next.
2. Surface their Doubt
You want to get them to acknowledge that they are incapable of solving their problems themselves…
Or through any other solution out there.
This creates in them the believe in your USP.
Here's how to do that:
You want to get them to acknowledge that they are incapable of solving their problems themselves…
Or through any other solution out there.
This creates in them the believe in your USP.
Here's how to do that:
“So tell me Job, what's stopping you from achieving X yourself until now?”
One thing happens here…
And they don't realize it themselves
They tend to reveal their disbelieve in other solutions they must have tried.
And that's good for you.
You'll see why soon.
Moving on…
One thing happens here…
And they don't realize it themselves
They tend to reveal their disbelieve in other solutions they must have tried.
And that's good for you.
You'll see why soon.
Moving on…
3. Know the Cost
“What happens if you don't get X solved now?”
When a prospect find it hard in making a buying decision…
Most times, it's because they haven't realized and FELT what not acting will cost them
So you need to help them picture it and, feel the cost of inaction
“What happens if you don't get X solved now?”
When a prospect find it hard in making a buying decision…
Most times, it's because they haven't realized and FELT what not acting will cost them
So you need to help them picture it and, feel the cost of inaction
Here's another way to do it.
“Just curious Job, what are the 3 major consequences of not achieving X right now?”
Or…
“Tell me man, what happens if this doesn't get solved now?”
But wait, again did you see what I did there with the number “3”?
“Just curious Job, what are the 3 major consequences of not achieving X right now?”
Or…
“Tell me man, what happens if this doesn't get solved now?”
But wait, again did you see what I did there with the number “3”?
Asking with a definite number, say “3” puts your prospects to thought and gets him thinking.
Now he can give you info from an accurate thought process.
Now!
Now he can give you info from an accurate thought process.
Now!
1. Reveal Desire
This is the lifestyle they are buying…
Understanding what it looks like makes it easier for you to help them.
Because you now see the gap between their CURRENT situation and their DESIRED situation.
And you see…
This is the lifestyle they are buying…
Understanding what it looks like makes it easier for you to help them.
Because you now see the gap between their CURRENT situation and their DESIRED situation.
And you see…
All that'll be left is positioning your offer as the bridge between that gap.
So you say something like this:
“Alright John, can you paint me a picture of what it'll look like if X was completely solved right now?
Not said at it best…
So you say something like this:
“Alright John, can you paint me a picture of what it'll look like if X was completely solved right now?
Not said at it best…
But you get the point.
This is why it's extremely important you understand the offer you're selling
For me, I try to understand it's USP, ICP and the results it has gotten for others
This helps me BELIEVE in the offer myself
And yes, I don't sell an offer I don't believe in
This is why it's extremely important you understand the offer you're selling
For me, I try to understand it's USP, ICP and the results it has gotten for others
This helps me BELIEVE in the offer myself
And yes, I don't sell an offer I don't believe in
So if you've got a proven high ticket offer and you'd like us to work together…
You can hit me in the dm for a chat.
Up next!
5. Money
This is really important
You don't want to spend your valuable time with brokies.
So you qualify them upfront saying something like this
You can hit me in the dm for a chat.
Up next!
5. Money
This is really important
You don't want to spend your valuable time with brokies.
So you qualify them upfront saying something like this
“So John, what's your budget for solving X?”
Or something along that line.
You get this gist?
Great!
We are getting there.
The next thing is…
Or something along that line.
You get this gist?
Great!
We are getting there.
The next thing is…
1. Find his Support system
Is he a biz owner who wants to retire his parents?
Or a biz owner trying to free himself from work to spend time with wife?
Or a CFO reporting to a board?
Regardless of your prospects situation…
Is he a biz owner who wants to retire his parents?
Or a biz owner trying to free himself from work to spend time with wife?
Or a CFO reporting to a board?
Regardless of your prospects situation…
Helping him picture the support he has gets him emotionally drawn into solving the problem.
Why?
Because, you'd agree with me everyone loves the feeling of being supported.
Lastly…
Why?
Because, you'd agree with me everyone loves the feeling of being supported.
Lastly…
1. Build Trust
Whether your prospect is cold or warm…
You want to build the trust in your offer in him.
Why?
Because only then would he believe in you and disbelieve in everything else.
But how do you do that?
Whether your prospect is cold or warm…
You want to build the trust in your offer in him.
Why?
Because only then would he believe in you and disbelieve in everything else.
But how do you do that?
By telling your methodology in a way that justifies why every other things he had tried had failed…
And why your offer, inevitably, would get him to his destination.
Boom!
At this point, he's emotionally invested and logically justified.
And why your offer, inevitably, would get him to his destination.
Boom!
At this point, he's emotionally invested and logically justified.
Would he still have any objections holding him back?
You could argue that…
But certainly not compared to when these beliefs are left untouched.
Thing is, you've got to realize that closing the sale is in the deep connection from understanding your prospects.
And...
You could argue that…
But certainly not compared to when these beliefs are left untouched.
Thing is, you've got to realize that closing the sale is in the deep connection from understanding your prospects.
And...
These 7 beliefs have an attached influence on the problem.
When you refined these beliefs, you're almost certainly hitting the close.
Now, just a summary…
When you refined these beliefs, you're almost certainly hitting the close.
Now, just a summary…
Using these 7 limiting beliefs, you could find your prospects real buying emotions and close them 10X better.
1. Find the Pain
2. Surface the Doubt
3. Know the Cost
4. Reveal the Desire
5. Money
6. Find the Support
7. Build Trust.
1. Find the Pain
2. Surface the Doubt
3. Know the Cost
4. Reveal the Desire
5. Money
6. Find the Support
7. Build Trust.
I suggest you take a look at this again before your next sales call.
That way you could take the convo confidently while asking the right questions.
That way you could take the convo confidently while asking the right questions.
Lastly, the goal with this thread is to help you get the most out of your sales.
But there's only a few I could reach to at the moment.
But there's only a few I could reach to at the moment.
I'll appreciate you RT this to reach more people and help them.
Also, if you would like more threads like this, hit the follow @Balotalks.
Also, if you would like more threads like this, hit the follow @Balotalks.
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