One Simple Change to Raise Your Sales
One simple change in your sales/enrollment conversation will make all the difference and more money for you as you close out 2017.
What is it?
Use the “Up-tilt” with the word “Which.”
Why? Watch this.
Why does this work?
- The sales conversation is a decision-making process for the buyer.
- The buyer must be in the evaluating part of the decision-making process. This is where they form an opinion if the product or service has enough value for them to spend money on it.
- The word “which” instantly placesthe buyer more in the frame of mind to evaluate. During the evaluative process, they are imagining life with or without your product or service.
Using the word “which,” as in, “Which product (or service) do you think will have the greatest impact on your business?” makes consumers more more open to discussion. The alternative, “What product (or service) do you think will have the greatest impact on your business?” gives the feeling of finality. The consumer feels like there is a right or wrong answer. This feels like pressure from you, the salesperson.
Bottom line: “which” is more consumer friendly and feels less like a test than “what.”
Remember when you were a kid and your mom gave you the choice of the blue cup or the red cup? The simple choice was all part of parenting. You felt like you had options and more control over the decision. Of course there would be milk in whichever cup color you chose! The same thing with sales. Your clients will feel more in control and less pushed into a sale with the choice clearly laid out for them.
Use the “up-tilt” with “which” questions between now and the new year and report back how many more sales you closed!
Alison is a Movement Pattern Analyst trained to match subconscious behavior to the decision-making process in the brain. MindMoves Workshops provided by Moving Image Consulting for sales and leadership teams saves teams time and brings in more revenue. Contact Alison for a complimentary consult today.