Why Home-Owners Need You To Give Them A Feeling Of Power...

1900's selling taught us to take control immediately we met our buyers and to never let go of that control...

Sounds like a hostage taker right?

That's exactly how it feels if you try that today by waltzing in to their home and "Setting The Agenda" - Telling them exactly what's going to happen and then proceeding to deliver your 10 step sales process at light-speed with 100% energy and enthusiasm...

They won't buy from you, not only that but you'll force them to have to tell you polite lies to get rid of you...

Because today's buyers need to feel and sense of power and control in order to decide to buy from you. This psychological need has developed as the internet age has matured over the last 20 years. They are more informed, have more intelligence and information power, more knowledge of your products, their cost, their value and all the alternatives, plus they have access to more financing options than ever before...

Then the pandemic hit and left us with a legacy of realising our own mortality and fragility, our powerlessness...

So everything you can do to satisfy the deep psychological need for control and power early in your sales consultations will repay you big time in results!

Here's how you do it...

First thing - Don't waste any time trying to get them to like you by making a point of creating small talk - they don't want to be your friend, they don't even need to like you, they need to respect you and trust you...

So the best way to make that happen is by getting down to the business of what's most important to them...

Here are 5 proven 21st Century Direct Sales Questions that do exactly this...

1. What got your thinking about the idea of replacing/upgrading your windows/kitchen/energy?
2. What motivated you to invite Acme windows (your company) to quote for your business today?
3. What d'you most want to accomplish in our time together today? How long have you set aside for us to achieve that together?
4. What's your process for information gathering and making your buying decision for this project?
5. What criteria are you using to make your decision on what you buy who you buy from and how much your invest?

Then you agree a collaborative agenda with your buyers that satisfies their buying criteria and their buying process, that identifies their problems, history, impact, root causes and value of solving, their goals, desires, dreams, motives and value of achieving them. That helps them choose designs and styles that achieve their unique goals, that show them the detail they want to see, that shows them transparent accurate pricing right from the start, that gives them a showcase of your social proof, all culminating on one value for money best price with no conditions and an open, honest discussion about their 3 options (stay as they are, shop around for better for cheaper or get started with you!)...

A 100% personalised collaborative agenda that's 100% buyer focused and not at all about you and your goals!

That's how you start with Impact, that's how you get started on 'Inspiring The Buy'...

That's how my 21st Century Direct Sales Coaching graduates start their appointments and that's why they convert at least 50% of all their leads to price right sales fast without any pitching, convincing, closing, objection handling or follow up (which everybody hates anyway!)

NEXT - Tune in again tomorrow at 9am UK time when I'll share Skill No3 of the new 21st Century Direct Sales System with you - So that you too can start converting at least 50% of all your leads to price right sales fast and without any 1900's sales tactics that just don't work anymore!

PERSONALITY MATCHING (yesterday's lesson) IS SKILL NO 1 AND THE 5 QUESTION INTRO THEN AGREEING A COLLABORATIVE AGENDA IS SKILL NO2...

SEE YOU TOMORROW 9AM FOR SKILL NO3 : - THE PERSONALISED SPIN & GAP DISCOVERY (NEEDS ANALYSIS)...You're Going to Love it!

Paul

UK No1 Direct Sales Coach to Today's Top B2C In Home Direct Sellers

PS. To access all my 21st Century Direct Sales Coaching content, tools & Resources in one easy to scan thread, completely for free follow #21stCenturyDirectSalesCoaching

PPS. Ready to build your own new 100% personalised 21st Century Direct Sales system for your business, for your sales team? DM me, let's make it happen! (It's a lot less expensive than continuing to struggle to convert your leads at anything better than the current industry average of 1 in 4 using old school sales tactics that just don't work anymore!)