SHERRI COFFELT
file:///C:/Users/Admin/Desktop/Bonus%20books/5_keys_more%20to_yes%20in%20your%20sales%20conversations.pdf
These conversations can be online,
including by email.
Key #5:
Drive For Decisions
Indecision is the worst place for
anyone to be
Indecision doesn’t serve you and it
doesn’t serve the potential client!
Here are some keys to consider…
Decide if this is an ideal client –
Never make an offer to someone you
don’t believe is a good fit for you.
It will always backfire.
Openly handle concerns – They aren’t
about you…they are often a delay tactic
because they aren’t ready to say yes,
but don’t want to say no.
Continue the
conversation around concerns with more
powerful open-ended questions for clarity.
Ask for commitment level – Ask “On a
scale of 1 to 10, how committed are you
to (fill in the problem you solve)?”
If they aren’t an 8 to a 10, they aren’t ready.
Ask for permission to make your offer –
Ask again, “Would it be ok if I told
you a way that I can support you in
getting X,Y, Z?”
Focus on the benefits – People buy
benefits (the results of your work
together) and justify with logic (the
“features” of what’s included in your
program).
Always focus first on what
transformation will occur when you work
together and get a “yes” to that before
you talk details or price.
Encourage a powerful yes or no – If
they aren’t ready to say Yes, don’t
leave the call without a follow-up
appointment time!
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