3 Tips For Selling To Closed-Off Prospects | How To Close Sales With Prospects Who Won't Open Up
If you've ever found yourself selling to a closed-off prospect, you know how frustrating it can be to continuously run up against one-word answers...
And if you've ever just gone through the motions of a sales call with these prospects because you didn't know what else to do, you probably weren't surprised when they didn't close.
In this short video, we cover the 3 simple tips that will help you to get guarded, closed-off prospects to open up, share what's really going on, and ultimately buy what you're selling.
So dive into this sales training linked below, and you'll uncover another piece of the process that my sales reps and I use to close way more objection-free sales!
In a nutshell, the 3 strategies are:
1) "No" Based Questions: These questions give your prospect feelings of safety and control, and more often than not, you'll notice they prompt them to open up and share what's really going on.
2) "Labels": This is a play stolen straight from Chris Voss's "Never Split The Difference". Labels work wonders because if you apply an accurate label, the prospect will feel more understood and cared for, ultimately allowing them to feel properly "diagnosed" so they'll be more willing to trust your "prescription"
3) "Mirroring": A true "Jedi Mind Trick" in the sales world, "Mirroring" essentially is just repeating back to your prospect the last 3-4 (or key 3-4) words of their last statement with an upward inflection. Doing this helps them to feel acknowledged, as well as prompted to open up more about what they just said.
Done right, these 3 strategies will "crack the armor" of your closed-off prospects, allowing you to uncover the vital information that MUST see the light of day in order to close sales.
I'm pumped to hear about all your extra closed deals after you implement what you learn here!
-Coach Grant Eilertson
P.S. I learned both "labeling" and "mirroring" strategies from Chris Voss's book, "Never Split The Difference"
While it's not specifically a "sales book", it's one of the most valuable books I've ever studied when it comes to closing more sales, so CLICK HERE to pick it up today!
SUPPLEMENTAL SALES TRAININGS:
Watch this video to understand the subtle tonality shifts between the front and back end of a sales call to set you up for success (Because words are only 7% of communication)
Watch this video to learn how to effectively communicate your offer, so that it feels "custom made" and irresistible for your prospects (hint: if your offer always sounds the same, you're losing out on sales)
Watch this video to learn how to effectively gain commitment to the process BEFORE discussing investment/financial commitment (this is a GAMECHANGER if you're not already doing this)
And last (but certainly not least) watch this video to equip yourself with my "foolproof" objection handling process (because if you don't know what to say when your prospects express their concerns/objections, you'll be leaving a TON of money on the table)
After you've finished the videos linked above, if you haven't already, be sure to pick up your FREE copy of "The 7 Vital Sales Questions" (to create objection-free closed sales) by either CLICKING HERE or tapping on the picture below!