How do you convince a prospect to buy without being pushy?
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Selling is not about forcing your product or service on someone who doesn't need it or want it. It's about finding out what your prospect's pain points, goals, and challenges are, and showing them how you can help them solve them. But how do you do that without being pushy or aggressive? Here are some tips to help you convince a prospect to buy without being pushy.
The first step to convincing a prospect to buy is to establish a connection and a relationship with them. You want to show them that you care about their situation, that you understand their needs, and that you are a credible and reliable source of information and advice. You can do that by asking open-ended questions, listening actively, using their name, mirroring their body language and tone, and sharing relevant stories or testimonials.
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Alok Kejriwal
Disney bought my last Company! CEO of Games2win. I'm a passionate digital entrepreneur with a love for Mobile Gaming & Product! Penguin published author of best-selling books “Why I stopped wearing my socks”,"The Cave".
Three simple hacks: 1. Present a detailed "profit/benefit' statement or calculation to your buyer. In this way, deflect the focus from 'cost' to them to 'profit' to them. Then, the amount they pay you becomes an 'investment.' 2. Lay low. Play the 'Who Blinks First' game. It's gruelling, but you have to trade patience for gain. People hate pushy folks. The fact that you're patient means you are providing value, not a 'trade'. 3. Prove that you will be 'around'. A real estate agent I did a deal with is still involved with me and my wife and responding to trivial requirements beyond his scope of work or expected contribution'. He is 'around'. It's reassuring and he will surely get much more business from us.
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Bindesh Pandey
Key to building trust is being genuine. Genuinely genuine. As humans we are wired to trust people who give us a genuine advice. We respect those who give us right perspective. Whether B2B, or B2C or B2B2C, the job of sales team is to assist the buyer in making the right choice. You may succeed once in selling a comb to a bald man, but you'll lose his trust for a life-time. And when you move from selling combs to selling wigs, the bald man won't trust you - even when you had the right product for him. So the golden mantra is : Be Genuine.
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The second step to convincing a prospect to buy is to educate them and add value to their decision-making process. You want to position yourself as an expert and a consultant, not as a salesperson. You can do that by providing them with useful and relevant information, insights, and resources that help them understand their problem, their options, and the benefits of your solution. You can also use stories, case studies, or demonstrations to show them how your product or service works and how it can help them achieve their desired outcomes.
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Jaime Henriques
Sales Leader with 10+ Yrs in Capital Markets | Accelerating Growth in Public & Private Capital Markets with Data and Technology Expertise | SaaS/Info Services Pro | Driven by Curiosity & Growth
Adding value is a game-changer in the sales process. You shift from being a salesperson to an invaluable consultant when you focus on educating your prospects. Offering insights, tailored information, or even a fresh perspective can make a significant difference in how you are perceived. Utilize stories or case studies that exemplify how your product or service can solve their specific challenges. Live demonstrations can provide tangible proof of your claims. By educating and adding value, you make it easier for your prospects to see the benefits of choosing you over the competition, all without having to hard-sell.
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Sonnia Singh
ICF ACC - Career & Leadership Coach I Learning & Development Consultant I Edtech Content I DE&I Consultant I Author🖊️ I #IamRemarkable Facilitator I Study Abroad Counselor 🧑🎓I Managing Director - HSMAI India
Positioning yourself as a consultant and offering a solution goes a long way to address the problem of the client. You add value by providing information and insights to the client to help them make an informed decision.
The third step to convincing a prospect to buy is to qualify them and identify any objections or concerns they might have. You want to make sure that they are a good fit for your solution, that they have the authority, budget, and urgency to buy, and that they don't have any major barriers or risks that prevent them from moving forward. You can do that by asking probing questions, confirming their interest and commitment, and addressing any objections or doubts they might raise.
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Alli Bloj
Empowering an organization’s most valuable asset - its people. | Passionate Enablement Leader | LinkedIn Top Sales Voice | Innovative Content Developer | Engaging Facilitator
When concerns arise, acknowledge the objection and confirm understanding. Ask probing questions to get to the root of their hesitation. Then address the objection directly, outlining how you've solved this for other clients. Finally, check that you have satisfied their concern before moving forward. Aim to have an empathetic, constructive dialogue, not a debate. By listening attentively and resolving objections earnestly, you build trust and convey how partnering can help them achieve their goals. When prospects feel heard and understood, they won't feel pressured.
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Craig Wasilchak
CEO | LinkedIn Top Voice | Top Entrepreneurship Voice | Top Commercial Real Estate Voice | Top Elite Founding Member | Branding & Social Media Strategist | EO Member | SEO Content Creator |
Qualifying prospects is a critical step in ensuring that our solutions align with their needs. It's not just about selling—it's about finding an actual match between what we offer and what the prospect requires. To this end, we delve into understanding any objections or concerns they might have upfront to ascertain they're well-suited for our offerings. Once we determine a prospect is a good fit, we proceed by sending them standard business data and a credit form to complete. For businesses with less than five years of operation, we go a step further by requiring financial statements to be verified by a CPA. This thorough vetting process helps in laying a foundation for a strong and mutually beneficial business relationship.
The fourth step to convincing a prospect to buy is to present your solution and propose your offer. You want to show them how your solution matches their needs, how it differs from the competition, and how it delivers value and results. You can do that by using features, advantages, and benefits (FAB) statements, highlighting your unique selling proposition (USP), and creating a sense of urgency and scarcity.
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Jaime Henriques
Sales Leader with 10+ Yrs in Capital Markets | Accelerating Growth in Public & Private Capital Markets with Data and Technology Expertise | SaaS/Info Services Pro | Driven by Curiosity & Growth
The art of presenting and proposing comes down to showing a clear alignment between the prospect's needs and the value your solution offers. Use FAB statements to succinctly explain the features of your product, its advantages, and the benefits the prospect will gain. Your USP can be the linchpin that sets you apart from competitors; make it prominent. Finally, a sense of urgency and scarcity can act as catalysts for action, but use them judiciously to ensure you're not pressuring the prospect. The goal is to make it clear that your solution is the best path forward for them.
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Mike Boogaard
Chief Revenue Officer (CRO) | Sales leadership, revenue growth | Account-based sales & marketing
It's important to extend beyond the features and advantages of your offering. Construct a tailored business case that aligns with the prospect's strategic/funded initiatives and goals is much more persuasive. Deep/active listening early on in the engagement is vital. Asking and understanding the broader impact your solution can have on their business. This should be central to your presentation and proposal. It demonstrates not only how your product or service solves a problem but also how delivers on their larger objectives. This approach shifts the conversation from selling to partnering, enabling you to propose a value-driven solution without putting in any pressure, as they will/should see the 'value' of your solution.
The final step to convincing a prospect to buy is to close the deal and follow up with them. You want to ask for the sale, overcome any last-minute objections, and get a clear agreement and commitment from them. You can do that by using trial closes, assumptive closes, or alternative closes, depending on the situation. You also want to follow up with them until they sign the contract, pay the invoice, or receive the product or service. You can do that by sending thank-you notes, confirmation emails, or delivery updates, and by asking for feedback, referrals, or testimonials.
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Walter Broussard
President at Broussard Management, Training, Key Note Speaking, Marketing.
The way to ask for business is by building a rapport & establishing a true relationship. Sales go beyond a first encounter, its more of a start to becoming friends. Trust, a true greeting ( hand shake or some form of introduction) understanding the true needs, then offering solutions. Honestly comes in if you can’t help them, now they are family/friends, treat them as you would a relative or a childhood friend. Ultimately it starts there.
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Curtiss West
Connecting people, knowledge, and experience across industries. Ask about how NECI can help you make things, better.
The biggest thing to remember is that you should believe in the product your selling. If you are trying to get your customers to buy from you because its a paycheck they will know. If you are trying to help them find the best solution they will be happy that you're being compensated. It is much easier to get customers to believe the truth about the superiority of your product if you are selling them something you truly faith in.
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Leon McCowan
Telecoms Provider, Sales Sector Lead, Sales Coach & Mentor, Entrepreneurship Lecturer & Sales Enthusiast.
You don’t convince someone to buy, you get really good at helping people make decisions. That’s the key difference when it comes to making it work. If the thinking is I wanna help them decide then you won’t be lucky you won’t ask loaded questions and you will remain curious.
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Dan Seidman
SUSTAINABILITY POWER! Significantly Reducing Carbon Emissions while Returning Revenue to Your Organization
We're missing a critical skill that fits right here with selling steps like rapport, qualifying and identifying objections. QUESTIONING SKILLS layers into every step of the sales process. Great sellers ask great questions. Everyone who sells for a living needs 5 (let's call them) Power Questions. My favorite? "Let's say you do nothing, you just leave things as they are, what would that look like?" Don't be surprised when the buyer switches roles with you and begins to share why he would need your offering. Questions - start collecting questions you can use to help buyers buy, to help motivate them toward making a choice.