You’ve Got To Ask The Question – Claire McTernan

You’ve Got To Ask The Question

Sales are vital to business success so your sales skills are a fundamental necessity.

As you scale your business and gain leads that are not via referrals you sales skills need to be pretty epic.

Are yours?

I continually work on my sales skills, because unless I can convert 100% of my leads (especially non-referrals) then there is room for improvement.

But sometimes one gets away.

Have you had that happen?

You’ve had a great conversation, done all the right techniques and then they come up with a “give me 12 hours and I’ll come back to you” style comment.

This actually happened to me last week.

You’ve Got To Ask The Question

The Silent Objection

The prospect had described a good level of pain, the Return on Investment for him would be incredibly positive so I was confident he would convert.

I normally close them in the 1st conversation but sometimes they are a natural reflector so I acknowledge that and give them a window to sign-up in.

The action was left with him to phone me the next day.

His 12 hour window came and went with no phone call.

The pricing I had offered him would expire at midnight on that day so I reached out to him that evening.

What he replied with surprised me as he had made no mention to it during our call.

Why?

Because I hadn’t asked the question!

(I always will now!).

What I Should Have Asked

I never call myself a business coach because the phrase is very polarising.

Some people love coaches and some don’t.

My assumption (there was my mistake…I made an assumption) was that he was happy to work with a coach.

As it happens he had previously experienced coaching and it had not delivered on its promises.

Understandably he was bringing that experience into the conversation with me and it was affecting his decision making process.

It’s not just coaches that could have this challenge.

Just think about all the professions out there that people traditionally have poor experiences with….accountants, graphic designers, web developers, marketing agencies, trades people, the list goes on and on.

How many of your sales conversations have been affected by the prospects previous experience with your profession?

Do you ask?

I find people normally bring it up (or so I thought!).

But that’s an assumption!

Once I knew the objection it was easy to overcome and he’s now signed up!

But what if he hadn’t bought it up?

It’s common to have people who love what you do but they get hung up on something that prevents them from committing?

How well do you understand what that is?

Maybe you just assume it’s a “no” and move on to the next person.

Have a quick think about how many sales conversations you’ve had where you’ve had great dialogue, they had clear pain you could help with, there was a clear path to a good level of return on investment for them, but then you got a “I’ll have to think about it” or “the time isn’t right” type response.

Those ones are likely to have been the silent objections.

What questions are you going to ask next time to make sure the silent objections don’t get in your way?

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