The Art of The Conversion Conversation: 5 Simple Steps To The Soft Sale
I am a mediator-type of person meaning that my head often over rules a decision that could (and should) have been made with my heart. Because I have this personality characteristic, I have become a great at teaching clients how to get their prospects to make a decision from their heart.
Let's talk about what it takes to close the deal! Here are 5 simple steps to get you started.
1. Let a Prospect See & Feel the Pain and Possibility
I've learned when I talk or write to prospects I need to show them where they are and then clearly repeat back to them where they want to go. This conversation connects them emotionally with their heart and the outcome... instead of the head and the resistance to NOT spending time or money. When a prospect sees and feels the transformation it will pull them out of their comfort zone. So, it's very important to show a prospect the pain and possibility. This gets the prospect onboard with you and your company.
2. Make It Clearer
When working with their pain and possibility. Ask specific measurable questions, for example, "On a scale from 1-10, how would this ___ make your life better? How much would that be worth?" Quantify it!
3. You Are Selling FOR Them not TO Them.
So many small business owners feel that sales is something you do to someone else - as if you are hurting them or stealing their money. When you understand that you have an invaluable service/gift FOR your prospect, you will understand they are not paying you - they are investing in themselves.
4. Focus On The WHAT Not The HOW
It doesn't matter if it's a tele-training, CD, DVD or a physical solution, prospects care about how it will make their lives better - easier, simply, more time and more money.
5. Leave Them With Their Decision.
You're going for a decision. That means... a yes, a no or a clear future. A yes, means I am ready for your service/gift to change my current reality. A no, means I need someone else to help me. A clear future means something needs to be done or asked before I am ready to say yes or no.
The Art of The Conversion Conversation 5 Simple Steps To The Soft Sale - To learn more about this author, visit Jen Blackert's Website.
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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