I’m not going to promise you that if you read this post, you’ll automatically start closing more sales. Sorry – there’s no such thing as a magic bullet when it comes to conversions. But today, I’m giving you the one question you need to ask on every sales call to increase your conversions and get more clients now. Not tomorrow, not next week, but right NOW.
How’s Your Close Rate?
Think your Conversion Rate could be doing better?
This one question I’m going to share with you should be added to every sales conversation you have to increase your number of conversions.
Imagine if you can go from having a close rate of 60% to 70%, the extra 10% for a year means a lot more clients for you. That would be a pretty significant increase for you, wouldn’t it? All you’ve had to do is learn some simple techniques.
“Let me think about it.”
One of the most aggravating and quite frankly, overused objections most salespeople hear during their conversations is, “Let me think about it.”
I mean, how demotivating is that?
People might not want to buy from you for different reasons. Maybe they don’t have all the information, or maybe they don’t want to hurt your feelings. But usually, when someone says “let me think about it,” they’re just pushing the decision off.
The sale is made when you are questioning and finding answers for people. So what you need to do is through your questioning phase, which by the way, is when the sale is made(not when you close it), to add this particular question. Furthermore, you should add this to every sales conversation. The ONE question is:
Why is NOW the right time …
- for you to change?
- for you to invest in this?
- for you to do what it is that you are wanting people to do?
- And so on
Something that has the word NOW in it puts people into the present mode.
But why that question?
The reason you want to ask this question is not for you to know why they need to do it now. It’s for them to hear themselves tell you why they need your product or service right now. Not tomorrow, not next week, but right now.
This is a potent technique. And when you are in the questioning phase, when you get to the part where you are inviting them to sign up and they suddenly feel hesitant or sound indecisive, you can go back to the answer they gave you.
Y: Hey, let’s go ahead and get you signed up for the program.
C: Oh, let me think about it.
Y: Oh, really? A few minutes ago I asked you “why is now the right time”. And you told me that now is the right time because ________ ____________ (Fill in the blanks with what they told you.)
They may feel like they just lied to you… or if they backtrack, they may feel like they’re lying to themselves. On the other hand, what this actually does is enable you to understand what the true objection was, rather than just this smoke screen of “Let me think about it.”
Try out this new technique I’ve been using and see how it goes. Try it and put it into your repertoire. I would love to hear how it is working for you.
I hope you’ve found these insights helpful. Now it’s time for you to take that next step and schedule an impact call with me. During this call, we can discuss your situation and how I and my team can work with you to increase your conversion rate. It really is as simple as asking the right question at the right time. So what are you waiting for? Get started today!
Get in touch today, and we’ll help you get started. We want to see your business succeed and will work with you every step of the way. I’m always happy to answer any questions or concerns you may have about these strategies. Schedule an impact call with me today so we can continue this conversation over the phone, and find out how it could help your business grow.
