Aug 15, 2019
Have you ever connected with a
potential client, and thought that they were going to enroll in
your services, and when the time came to commit, they chose someone
else?
There’s a fine line between
making the perfect connection, and talking too much and losing the
sale.
It’s happened to me many times:
I felt a connection with a client, and thought they felt a
connection with me. Then, it happened. I talked too much, and lost
the sale.
It even happened to me last
month! A client asked me a question, and I got excited answering
it, and started talking about myself too much.
No matter what specific services
you’re offering, you’ve got to learn to read the cues that your
client is giving you to tell you if they are ready to buy or
not.
Once you learn to read those
cues, and master the art of being quiet and listening to your
client, you’ll find yourself closing an abundance of new sales and
bringing in new clients.
If you’re struggling with
talking too much, and overselling your clients, then this week’s
episode of The Abundant Accountant Podcast is a MUST
listen!
Enjoy, and thank you for
listening and tuning into The Abundant Accountant
Podcast!
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Here are a few key secrets we
talked about in this episode:
- Michelle introduces herself and the topic of today’s episode:
not overselling your clients.
- We hear this all the time: people who thought that a client was
going to enroll with them, and then they lost the sale! You think
you have a connection, but it got lost somewhere along the
way.
- The question you need to determine is how do you draw the line,
and when do you stop talking to close the sale?
- 90 percent of selling is conviction and only 10 percent is
persuasion.
- If you already have the right solution for your client, it's
really easy to influence a positive outcome of the sales
conversation.
- People want to know that they are working with the best!
- “When you're confident in what you offer, and you're confident
in your fees, and you're confident in your services, and you're
confident in the results you can deliver, that confident acts as an
influence to your prospects sitting in front of you.”
- Don’t forget that confident doesn’t mean cocky.
- Certainty will lead to influence.
- Whoever talks the least asks the best questions and is the real
winner.
- When your client talks a lot, that is a good sign!
- The person in front of you is the person you're here to help
and serve.
- Prepare ahead so you can understand where you are leading
people in your sales conversations.
- If you’re talking too much, you’re not listening to what your
client’s needs are.
- When you’re not talking, your client is telling you key
information about themselves that you need to know!
- If a client tells you they are ready to work with you, stop
selling and ask for the sale! Learn to listen for those cues so
you’re not overselling your clients and know when to ask them to
work with you so you can close the deal.
- There are multiple ways you can force yourself to stop talking:
count to ten, take a drink of coffee, or ask clarifying
questions.
- If they ask “how can we get started,” that is your cue! Stop
talking and ask them which form of payment will work best, Visa or
Mastercard?
- Don’t be hesitant to ask for payment.
- Having a sales process in place helps you to not give away your
time for free.
Learn More & Connect With Me
Here!
P.S. Do You want to MAKE MORE MONEY, WORK FEWER
HOURS?
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