EXPOSED: How You've Been Underserving Your Customers

b2b objections Jun 12, 2020

If you're anything like me, you hate badgering people to buy from you.

That includes saying anything when they tell you they need to 'think it over'.

You, like me, take the route of the 'nice guy' and say something like "OK, when is a good time to follow up if I haven't heard from you?"

There's a problem with that though:

By letting your customer walk away without deciding, YOU'RE UNDERSERVING THEM.

The customer needs to solve a problem or make attaining a goal easier. That's why they've searched out your product. If you don't help them decide, you have failed them.

Think about it. Why aren't you asking questions? Why aren't you trying to help them decide right now?

Because you are scared. Because you don't want to be aggressive. Because you hate badgering people to buy. I get it. None of that is comfortable, and the typical brow-beating doesn't work anyway.

And let's be real, they deserve better.

So if you can't aggressively brow-beat them, what can you do?

You can LISTEN. But in order to listen, you need to ask questions.

I'm going to share with you my number one decision-maker question sequence that you can take and start applying today to close more deals.

Here it is:

Customer: This sounds great, and I'll probably do it. I'm just going to think it over and get back to you.

You: Sounds like something isn't right here. I hope you don't mind if I ask: what would happen if you forgot all about this and never decided to do anything?

Customer: Well.... (I can't predict what they'll say. Doesn't matter though, your response is the same)

You: Hypothetically, why would that be better than making a decision now?

Customer: Well... (Again, can't predict their response)

You: I hope you don't feel pressured by my asking this, how important to you is it to avoid that outcome, on a scale of 1-10?

And that's it! By the end of this question sequence, you'll have everything you need to help move your deal forward.

Now go forth, and crush it with this new information!

 

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