Try THIS If You Can't Close Clients... | Summary and Q&A

TL;DR

Learn a four-step process for effectively answering prospect questions during sales calls to increase client acquisition and improve conversion rates.

Key Insights

• ⁉️ It is essential to reinforce curiosity and interest in the product by gratifying prospect questions.
• ✋ Answers should be concise, high-level, and tailored to the prospect's specific concerns.
• 🥅 The answer should be used to reinforce conviction by linking back to the prospect's goals and showing the product's ability to help achieve those goals.
• ⁉️ Allowing moments of silence after answering a question gives the prospect time to process the information and ask additional questions.
• ⚾ Objections vary in strength based on the prospect's level of confidence and doubt.
• ❓ Overcoming objections is easier if the salesperson has done a thorough job during the questioning and pitching stages.
• 🖐️ The first 30 minutes of a sales call play a significant role in making objections easier to overcome.

Transcript

so you can't close clients you're probably doing something wrong in your sales process if you're struggling to acquire clients and predictably close people and get people to say yes to you it's because you're doing something wrong it's never the prospect it's always you a bit of a reality check but today's video is a live training session with a sa... Read More

Questions & Answers

Q: Why is it important to gratify a prospect's question during a sales call?

Gratifying a prospect's question reinforces their curiosity and interest in the product, encouraging them to ask more questions and providing more opportunities to build conviction.

Q: How long should the answer to a prospect's question be?

There is no specific time for the answer, but it should be concise and high-level, addressing the question without diving into unnecessary details that the prospect may not be interested in.

Q: How can the answer be used to reinforce conviction in the prospect?

After providing the answer, link it back to the prospect's goals and how the product can help them achieve those goals. This helps to build confidence in the prospect and increase their conviction in the product.

Q: Why is it important to "shut up" after answering a prospect's question?

Giving the prospect a moment of silence allows them to process the information, ask additional questions, and continue building their understanding of the product. It also prevents the salesperson from over-talking and potentially overwhelming the prospect.

Summary & Key Takeaways

• Sales expert Charlie Morgan shares his four-step process for answering prospect questions during sales calls.

• The first step is to gratify the question and reinforce curiosity about the product.

• The second step is to provide a concise and high-level answer that addresses the question without overwhelming the prospect with unnecessary information.

• The third step is to reinforce conviction by linking the answer back to the prospect's goals.

• The final step is to allow the prospect to ask additional questions and then move on to the next question, gradually building the prospect's understanding of the product.