Why is this so deadly? Because people have too much to think about! Their jobs, families, finances, football team, hobbies, kid’s schedules, etc. The list goes on and on. So, what do we do when we have too much to think about? We push everything else that comes up, off the table. And there goes your potential sale.
So, don’t let them think—instead, do the thinking for them! The best way to do this is to use a combination of motivational interviewing and the Socratic Sales Method.
First, let’s explore what each of these disciplines are:
Motivational Interviewing—there is a long, drawn-out explanation of what motivational interviewing is… But in layman’s terms, it’s asking open-ended questions to get the client to tell you or sell you on an idea instead of what most salespeople do, which is to sell them on the idea.
Socratic Sales Method: creating a productive dialog by asking a series of easily answered questions that little by little build ironclad logic for a conclusion.
You combine these two disciplines to have the client explain to you, in their own words, not only why your recommendation is a good one but also why delaying the decision is a bad one. Once again, it is THEIR responsibility to inform you, not the other way around.
Combining these techniques can be learned quickly if you make it a priority. If you’d like more information on how to utilize these types of techniques to close tire kickers, plate lickers, and decision non-makers, please take a closer look at the coaching I provide at 5Q Group. There is no cost to join, and it gives you access to scripts, software, and other tools that make closing difficult cases, much easier.
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For the most part I follow your approach with individual clients but 90% of my business is working with plan sponsors of ERISA Employer Sponsored Retirement Plans.