HOT, enthusiastic prospects that LOVE your service and never buy

The post was useful, and I thank you for it. But in my experience, the "excited easy sale" doesn't buy because they are not really buying from anyone.

Ever talk to a prospect that was excited about what you sold, and maybe even said "That's the one I want!"?

Be wary. Why isn't he asking about the price, terms, warranty, fit, delivery, guarantee?

Because those are questions buyers ask.

Remember when you were young, and you and your date looked in jewelry stores? Remember how excited you were? Remember how you had no intention of buying right then?

These "Fantasy sales" can ruin a new rep, if they believe in them.

A question I used to ask when I got one of these "Way too enthusiastic" non-buyers is "I'm so excited we found the perfect (whatever) for you. What questions do I need to answer before we write this up?".

Is they were really thinking of buying, it sounds like a perfectly natural question. If they were just living a fantasy...their face contorts, their brain shifts gears, and they start panicking..... because their reality was just challenged.

Why give them a quote just for them to shop around town?

Was it discussed what would happen IF you gave them a quote.

You could also pre-empt all of it and save the shop and compare fiasco, by saying up front...

"We're not the cheapest, will that be a problem?"

If they say, YES, then you disqualified them

If they say NO, then ask what they expect exactly you to quote for, and what they want you to miss out or include (that usually stumps them).

You could ask within what price range were they expecting a quote for and what was it to include? (this saves you having to offer too much or give too much away)

You could ask whether they want the bronze, silver or gold solution and do they understand the difference in VALUE of each?

Here's a tip, many people go to meetings, spill their guts and just cant wait to offer lots of ideas (free consulting) then foolishly offer to document their ideas in a PROPOSAL just for the prospective buyer to nick their ideas or use the proposal to whack other suppliers over the head.

Yeah, you give away all that intellectual capital you've invested years and £££££ mastering.

Think of it this way.

1. Write down how many years you've been working since you left school
2. Write down your average salary for that duration.
3. Multiply 1 x 2.

WRITE DOWN THE FIGURE. Thats how much employers (and clients) have invested in you over the years for what you KNOW. Think of the value of that. Think how you should be productising and monetising that instead of just giving it away telling people what to do, how to do it and for how much

If you want to guarantee feedback from a PROPOSAL, simply add the word "DRAFT"
to the front cover, and either hand it in person, or send it recorded delivery as most people expect a recorded delivery package to be bad news not the solution to their problem

Also time bound your quote or proposal "Valid for 7 Days."

Its your agenda, your sales process - so stay in control, don't lose control or you lose the sale.

Agree "up front contracts" in terms of whats expected of both parties at which stage and what will happen next? (even if its just sending a quote.)

Also you can't get p***d off if the prospect doesn't do something you didnt discuss with them afterall they're not psychic !

Hope that gets you thinking...

Regards


Fraser

p.s. remember at any given time prospects want one of or a combination of 3 things - Knowledge, Direction and/or implementation, and if you told them everything they needed to know on that first meeting, bigger fool you. (see above) You aint gonnae see them for dust

The only thing "hot" prospects are hot for is your information. Once they have it, they're no longer hot.

The sales person wants the sale more than the prospect does. So when the prospect says "I want to make a decision by this weekend. Can we see you tomorrow?" the sales person anticipates a sale being made soon and jumps at the chance.

Only to be put off when decision time comes. "Thank you," says the prospect, "now we're going to see three more vendors over the next three weeks and then we're taking a vacation for two weeks and then when we come back, we'll have time to weigh everything and think about it."

I once followed up with someone, a couple of weeks after they originally contacted me. These were people I hadn't met with or gave any information to, just to ask them if they were still looking. They emailed me back with their reply and said, "We'll be going over the information you gave us, as well as everyone else, and we'll be in touch soon when we make our decision." In other words, this was their blanket answer to any followup from anyone they met. They didn't even remember who they had met. So, how much stock should you put into what people say?

Actions always speak louder than words.

There's this thing, it's called 'selling'.

It has a few stages (4 or 5 depending what you read).

It involves:
An approach/opening

A Qualification

A demonstration/explanation/problem solve

A close

Probably some negotiation.

Note it doesn't include leaving a quote.

If you find yourself in a pattern of supplying quotes and following up then you are NOT selling. Whatever it is you ARE doing probably has a name but it 'aint 'selling'.

See, if they're asking for a quote they are not SOLD. Once they are 'sold' they are no longer asking for a quote....(they are 'sold')

Finally...if they are asking for a quote they are not sold so therefore no 'selling' happened.

I suppose your next question will be 'what do I say when they ask for a quote'?

Hint: The response does NOT include.....giving them a quote!

Yup, this is one of the first things you learn out there on the street. (Another reason to get out from behind the computer). Anyhowz, here is a related video from Harlan Kilstein covering some of the same ground. It talks about copywriting but applies to other services as well.

Interesting how Jill teaches selling but her online selling had a gaping gap.

I helped her fix it.

Lovely lady.

Had some great talks with her via email.

Best,
Ewen

Read the article.

Seemed very similar to things Harry Brown wrote.

My first business had a lot of people really thinking I should not do it.

My second business had all kinds of encouragement from people saying I should do it.

The first succeeded very well, the second was a failure.

I know there is a lesson there someplace .

Part of that lesson is explained very nicely in the OP link and Claudes post.

Marvin

Odd you mention this. It happened to me twice this week