Written by Sean McPheat |
If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’.
Yes, the prospect being indecisive can be frustrating to you as a sales consultant.
You’ve gone through all the reasons that your solution is right for them or their business.
You’ve covered over the objections they have raised.
You’ve even discussed discounts for future business!
They still are indecisive, hesitant or unsure about whether to go forward or not.
The main reasons are they still have doubts and uncertainties.
What if they decide and it goes wrong?
What if they buy and then find they could have got it cheaper elsewhere?
What can you do to overcome decision at this point in the conversation?
There are two words you can use that may work, and most people will find success when they are used.
Here are the two words:
Yes, those two simple words can give people confidence they are one of many who have benefited from a specific course of action.
We like to follow the course of action others have taken, especially if it has proven to be successful.
Now, you could preface a recommendation or suggestion with something like ‘What I think you should do is….”
But that sounds a bit pushy and it’s your idea, not there’s.
Besides, you’re selling the stuff, so you would say that, wouldn’t you?!!
Instead, the two words ‘Most people’ make the other person think ‘Well, if most people do that, perhaps I should follow suit’.
Here’s a few examples:
‘Most people find that they lose out if they don’t decide pretty quickly’
‘Most people place a small order at first to try it out, then they can see if it’s right for them’
‘Most people want to reduce their risks, and this solution will do that for you’
‘What most people do in your position is take advantage of our 30-day satisfaction guarantee by ordering now’
Those simple two words appeal to the subliminal mind of the prospect by obeying the Law of Consensus.
This law states that if many other people do something, then it would be right for me to do it too.
And it isn’t as forceful a phrase as ‘You should do this…’
Try it and see if it works for you. You’ll find most people who try it out find it successful!
Originally published: 17 December, 2018