What's the number one thing that stops people from making an on-the-spot decision?
Generally, they have a question, concern or objection that you don't know about.
If you don't address those concerns proactively, the on-the-spot sale probably won't happen. The person will leave with their question unresolved.
So how do you address an objection if you don't know what it is?
It's easy! Here's how:
1. Identify the most common objections / concerns of your prospects.
Before your presentation, make a list of the objections that people usually have that keep them from buying your product.
What concerns do they express? What do they say about why they didn't buy?
2. Take the top three objections, turn them into questions and then proactively address them.
When you address concerns for people upfront, they mentally cross them off their list and get to their decision much quicker.
Plus, you address the needs of many people at once, making it much easier on your staff later - who won't have to answer the same questions over and over.
For example, let's say one of the common objections is, "I don't have time to do this right now."
During your presentation, you might say, "I know that some of you want this but you don't have the time for it right now. I just want to let you know that you can purchase this any time online for $2,000. Today, it's $1,497. If you want the special price, we can go ahead and ship you the physical product now, and you can work through the online class with us as best you can.
Then when the day comes to put your Speak-to-Sell talk together, boom! You're ready. Everything you need is sitting on your shelf. That way, rather than paying $2,000 later you can pay $1,497 today and also get tons of bonuses."
People with that concern now have their solution, and they're one step closer to their decision.
3. Address concerns through your testimonials.
If a common objection to your product is, "That's way too complex. I'm not computer savvy," share a testimonial that addresses that concern.
For instance, you could say, "This note is from Jenny, and what I love about Jenny is that she never had used a computer before. She says that the course was so easy she had no trouble figuring it out. And not only that, but she's having these amazing social media results and connecting with people all over the world. And that from a woman who had never used a computer!"
People in the audience worried about their lack of computer skills aren't concerned anymore.
Bonus: Learn from the questions, concerns and objections you get so that you can address them upfront in future presentations, conversations and on your website.
Anticipating and answering the questions of your audience is a great way to take care of them, you and your staff.
That way, when the audience rushes to the back of the room, the only thing left to be resolved is their investment.