You did it! (Congratulations!) This sales conversation has been weeks in the making, and finally, you’ve worked up the courage to talk to your prospect about your offer!
You’ve practiced in the mirror long enough, and you’ve decided it’s time to shake off fear and meet your prospect face-to-face (for what is easily going to be the greatest sales pitch of all time.)
Worried? Not you! Because you’ve reminded yourself there are really only two ways this can go down, after all:
1. They say “yes” - and you go on serving them like the rockstar that you are.
2. They say “no” and it’s back to the ol’ drawing board - no real harm done, right?
If only it were that simple. *sigh*
But we both know it’s entirely possible, that – after laying your perfectly prepared offer out on the table – your prospect could come back to you with nothing but a big, fat, frustrating, “maybe.”
(Cue the hair-pulling).
Nobody likes being stuck in no man’s land, especially when it comes to sales! So what do you do? Do you start to lay on the pressure, listing all the reasons why they should ACT NOW? Or do you take a more passive approach? What will be, will be....
Before you answer, have you ever stopped to consider that it may not be your job to get them to say “yes?”
(Hear me out.)
If you are in sales, your job is not to convince someone of what they need. Your one and only job is to help them to discern for themselves, whether what you are offering is the right fit for them.
This can take time, and it’s important, as the one leading the sales conversation, to be able to imagine yourself in their shoes.
Have you ever needed to take time to consider something before jumping in? Maybe you needed to ask a loved one, or a business partner prior to committing? Maybe you need time to do the research, and to really justify this expense in your life/business?
Instead of pushing them to make a decision, find out what it is that you can do to help them feel ready to move on out of that “maybe” zone. Most people like to talk to someone about the big decisions in their life - your goal is to help them feel comfortable discussing any objections or concerns they have with YOU!
You’ve heard me say it before: “Never be closing - but always be asking!”
Is there any additional information you feel I could provide you with to help you decide whether this is the right fit for you?
How can I help you in your research?
Is there someone that needs to be involved in this conversation that I could help you reach out to?
These are just some of the ways you can “always be asking” when the answer is “maybe.” Of course, there are occasions where your prospect simply needs space to consider the offer. Read the situation, and be sure to be mindful and gracious in the way that you follow up.
Not sure when you should follow up? Again, ASK!
It sounds like you could really benefit from some time to think about this. Would it be ok if I were to reach out to you in one month’s time?
Then don’t follow through! And what if, after reaching out, you still haven’t heard from them? It is OK to proceed with what I call a “go or no go” conversation. (More tips and tricks on that in the video!)
“Maybe” has a bit of a bad rap in the sales business, but I’m here to tell you that it can actually be turned into a ver positive experience for both you and your prospect…. IF you know how to handle it!
Tune in to this week’s video to learn:
Stuck in a maybe? Head over to the Time To Profit FB Group and comment on this video and I will be sure to respond with some insights and next steps!
Ps. Ready to more tools to multiply your sales? - click here to sign up to get access to my FREE sales planning tools and checklist!