Thursday, 21 April 2016

Evaluation of Risks and Addressing of Fears

If there is a cardinal sin in selling it is believing that your role as a salesperson ends after you present your solution. Your prospective client still needs your help.

It’s normal and natural to have concerns before making a purchase. But the bigger the problem is, the more strategic the solution, the more compelling the vision, the more concerns your prospect will have about their risk. Your prospective client fears that the changes can be more difficult than they imagined, that they may fail, that they may not get the outcomes they need, that they may be embarrassed, and that things will be worse having tried and failed. Some or all of these may be true.

Good salespeople provide proof as a way to help their prospective clients evaluate the risk and address their fears. Great salespeople provide the counsel of a trusted advisor.

Instead of leaving their prospective client alone to think through the risks and fears, great salespeople schedule meetings and spend time helping them to make good decisions, to plan for unforeseen circumstances, and to mitigate any risks.

Is how you sell in line with serving your prospective clients at each stage of their decision-making process?
Do you know where your prospective client is in this process before you begin to sell?

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