Getting Prospects Off the Fence

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Here’s a recap of everything in this episode of 5 Minute Sales Training:

Our favorite customers are the people who need to buy, and they need to buy today.

But what about the person that’s just not sure?

Let’s talk about getting sales prospects off the fence and turning them into buyers when motivation is low.

There’s a technique that you can use that will work whether it’s one person, or whether there are multiple decision makers.

And it can work anytime you’re dealing with somebody with low motivation.

The “If Versus When” question.

“Is it fair to say that you’re going to move at some point and it’s just a question of when?”

They’re already talking to a salesperson. So, we know that there has been some measure of movement here.

That buyer may have a low motivation, but when she says, “Yes,” to the “If Versus When” question, she’s no longer at a zero motivation. I’ve moved her at least to a one.

Now you’re not fighting the battle of whether she’s going to move at all. We’re only asking when.

And I don’t know about you, but I would much rather fight the battle of timing, versus the battle of motivation any day of the week.

Learn more to earn more.