The Covert Sales Pitch

Before I reveal this brilliant strategy, have you ever noticed that when you first make contact with a prospect the conversation is primarily ‘chit chat’ based but as soon as you get down to any form of sales presentation they raise this invisible resistance barrier and ultimately become guarded?

The reason for this is because, knowingly or not, you have indicated to the prospect that they are now being sold to! [Note: If you’ve ever utter the words... ‘Right, let’s get down to business’ you will lose more times than not]

So, how can you ask some important questions from a prospect without them feeling that you are simply acquiring ammunition to use against them later on?

Consider the phrase, ‘Before we begin’.  By simply using this phrase at the start of your presentation and following it with some strategic questions you create a scenario where the prospect will answer very openly because what is being asked is thought of and presented as ‘EXTERNAL’ from any sales pitch and before the Sales barrier has been put up. [Now notice how I started this strategy]

Example:

‘Before we begin I’ve just got a couple of housekeeping questions if that’s ok?’

‘Before we start, so I understand the process, what’s the decision making process here?’ [Say that towards the end of a presentation and you’ll get a completely different and guarded response!]

Well I hope that’s given you enough of the concept for you to use in your very next appointment? Simply use ‘Before we begin and then ask the questions you normally get the most resistance from’

[Key Point: The phrase ‘Now that we’ve finished’ creates exactly the same response as it suggests they are no longer being sold to. Use this if you have to do multiply visits and want some valuable information before you leave in preparation for your next appointment.]

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