Firstly, you must build massive rapport. How you do that depends on whether you’re in contact with these people online or offline, but make sure you are building rapport before you even ask them to buy from you.
Secondly, build the relationship. There’s a difference between building rapport and building a relationship. In a relationship, this is a longer-term strategy for doing continual business with this person.
Thirdly, this is the step that most people who don’t close the deal miss: simply asking the question. Do you want to move forward? Let’s get going with this! How about we sign you up? Let’s organize the logistics and get you booked in. You can ask all of these questions to encourage them to say yes.
A lot of times, people are afraid of being too pushy, and they’ll just say, “I’ll have to think about it and get back to you.” But people want to be sold to; they want to be asked the question and given clarity on what the next steps are. “Okay, let’s get you booked in. What do I need to do?” They’ll easily say yes at this point.
Most people won’t ask the question, so make sure you are asking when you’re closing the deal.
- First, build rapport.
- Second, build a long-term relationship.
- And third, ask the question for them to move forward.
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https://coaching.smjcoachinginstitute.com/