“Yes, I know that your service / product will help me… but it just doesn’t FEEL right…”
If you’re an experienced salesperson, you know the chances of you closing the sale has plummeted when your prospective customer says those dreaded words.
The truth is, we are constantly bombarded by advertisements and clickbait-y headlines. Whether they’re promoting houses, electrical goods, protein shakes or insurance, salespeople are getting a bad reputation for being unyielding and aggressive when they try to upsell the merits and advantages of their products. On the other hand, there are also salespeople who are so concerned with pleasing their prospects and “maintaining” the relationship, they end up selling nothing at all!
But let’s be honest here. Are most upselling pitches compelling? Do they arouse an intense desire or urgency in you to buy their products / services?
The truth is, the way prospective customers receive and digest information has drastically changed. In fact, a study showed that people make up their minds within the first 7 seconds.
The problem is, most of us are managing our sales process wrongly. If we do not speak directly to our prospect’s needs, and to overcome any objection raised, within that critical time frame, the chances of us closing the deal is drastically reduced.
In this regard, Teacher Kean harnesses the powerful Law of Connection, shares crucial persuasion and influencing skills from his training as a UK Barrister, as well as his years of sales experience from the private equity industry, in this engaging workshop to immediately help you close sales and add value to your customers like never before!