How To Convince Your Prospects to Buy and Win Them Over?
So how do I make that sale? It’s the opposite of what conventional wisdom suggests. It’s like trying to win an argument. You might have taken on a more proactive approach especially when your prospect is a bit more reluctant and comes up with all types of excuses. Rather than coming up with things you might say next STOP!
If nobody is listening, then what you say won’t work.
Tom “Big Al” Schreiter
Have you ever tried to defend your position or views? If you think that if you salivate like a Pavlov’s dog while talking to your prospects the greater the chances of them buying your stuff you’re wrong! Forget all the conventional wisdom you’ve been taught.
The more you talk, the more the other person thinks of new things to say to support his position.
Tom “Big Al” Schreiter
Your efforts might be counterproductive, let’s say you’re the one who does the talking, the other person isn’t listening because he is already thinking of what to say next … It’s a vicious circle. You’ll never get your message across if your message is not being heard.
So rule number one of convincing your prospects to buy and winning them over is the opposite what the logic suggests… If you want to win an argument over agree with the other person first! That way you’ll open up a window of communication and prevent the other person from thinking of new things to say. And guess what happens if you agree to what the other person is saying? There’s no argument!
So the first step to convince your prospects to buy and win them over is to… agree. Then once you have your prospects full attention you can put your point of view across simply because other person is listening.
Want a hint?
Master these two simple words: “Of course.” Here’s how:
Prospect: “I don’t have any money to join.”
You: “Of course you don’t have any money to join. That is why I am talking to you, because I know you want to change that situation. So let’s first look at how you can raise the money to …”
Prospect: “I don’t have any time. I am way too busy.”
You: “Of course you don’t have any time. That is why I am talking to you, because I know you eventually want more time in your life. So let’s see how …”
Agreeing with the other person even if you don’t necessarily agree with everything opens up a line of communication to get your message across.