What do you want? Why do you want it?
These two questions are the foundation for any sales conversation.
When the prospect comes to you, they really care about only one thing.
It’s not how many pounds of weights you have, how many treadmills, your class ratios, your hours of operation, or how long you have been in business.
None of these facts really matter to the prospect.
Yet most “sales” conversations focus on the owner of the business, or staff member, focusing on all these features, and maybe even getting to describing some of the benefits.
But even benefits are not what the prospect is really interested in.
The prospect is only interested in one thing, themselves.
More specifically, they have a need, an interest, a desire for something different in their lives.
For some reason they are interested enough in your business or service to take time to check you out. Find out what that reason is!
To find out what they want for themselves ask the questions: What do you want? Why do you want it?
And here is the most important thing – listen to what they say. Really listen, and take it deeper with a simple, why? Then listen again very intently to what they say. Then once again, with a caring and warm voice, ask why.
The third time is the charm. What they say on the third time is the truth, and they will often be somewhat emotional with their response.
They trusted you enough to share some deep feelings. Treat those feelings with respect and then show them how your programs can help them get what they really want.
Have a conversation that connects your solution to them solving their problem and achieving the success they desire.
Follow this plan and watch how your closing ratios improve. You will be amazed.
