When you buy something of reasonable value, you consider a few options. So does your prospect. Often it’s a case of getting three quotes.
Yet the vast majority of salespeople never acknowledge this. They fear that raising it will push the prospect towards someone else. By ignoring it, they leave the situation wide open, and the odds stacked against them.
Say “options”, not “competitors”
Talking about competitors makes the prospect feel like a commodity. Use the word options:
You: “OK, apart from this, what other options are you considering?”
Prospect: “Well, I’m thinking of looking at another provider too…”
You: “I understand. What is it that’s making you consider them?”
Prospect: “They offer ABC as part of their package.”
You: “Sure, any other reasons?”
Prospect: “No, that’s it really.”
You: “We provide that too. Let me show you how it works…”
Now you can manage expectations and build more value.
The option everyone forgets
There’s one more option: doing nothing at all. The status quo is the most common decision of all, so ask about it:
You: “That makes sense. Can I ask about just one more thing?”
Prospect: “Sure.”
You: “What will you do if you decide not to do this?”
This won’t talk you out of the sale. It helps you understand their thinking, so you have a much better chance of influencing it, or of knowing how likely they are to go ahead.
Want your team doing this every day?
Reading a tip is easy. Making it a habit across a whole team is where training comes in.
Talk to Martyn