ARE YOU PROSPECTS BEING HONEST ABOUT THEIR CONTRACTS OR DO THEY SIMPLY KNOW HOW TO GET RID OF YOU?

More than ever businesses are entering into fixed term contracts for a lot of their products and services. These include;
• Telephone Systems / Lines & Calls
• Fleet Vehicles / Plant Machinery
• Mobile Phones / TV Packages
• Mortgages / Investment Products
• IT / Software
The list is endless…..

[Watch the video or carry on reading the post]

 

So, why is it then that whenever you speak with a prospect about your product or service they respond with, “We have only just renewed” or “We’ve got 6 years left on our current contract”

Could it be just a simple coincidence that no matter who you speak with, you and your company seem to have just missed out on a fantastic selling opportunity or could it be that the prospects know how to get you off the phone and out of the door?

I think we both know the answer here, don’t we?

IT’S YOUR FAULT. YOU’RE ASKING YOUR QUESTIONS IN THE WRONG WAY!

What you are about to read is so brilliantly simple, yet you will get massively different responses from the prospects you contact when asking about the details of their existing contracts.

Typically, I’d imagine, you are asking questions such as:

“How long do you have left on your current contract?”
“When is your current contract up for renewal?”
“Does your current contract have more or less than 12 months left?”

Now, what if these questions were asked of you ? If you were a prospect how would you reply?

Probably, something like, “I’ve only just renewed” or “I’ve got 3 years left”.

The reason is simple. You’re in sales, you know how to give someone a bullshit answer in order to get them off the phone. Fact is though…  so do your prospects!

REMEMBER: Prospects Are Professional Non-Buyers! They are not stupid and know how to send you on your way WITHOUT a sale!

How To Prevent Prospects Fobbing You Off!
Unquestionably, this Salesology approach works with contracts for Telephone Systems, TV Packages, Maintenance Contracts, Equipment leases, Broadband, Data Storage, Mobiles… [In fact any form of fixed term contract!!!!]

The Salesology Approach

Sales: “How long do you have left on your current? For us, it’s often the longer you have left the better?”

I know what you are thinking, “Gary, what the heck are you on about, that’s not right?!” Yes I know, on first inspection it does seem to be counter-intuitive but wait, let me explain.

The Psychology Explained

Notice how, by adding a simple suggestion that the longer the contract is then the more beneficial it could be for you will now encourage the prospect NOT to adopt the ’We’ve only just renewed’ approach because that will actually HELP you in selling to them!

So now to prevent this from happening what do they do? The prospect replies with their honest contract renewal date of 6 months or often the exact renewal date. (Genius if I don’t mind saying so myself)

Sales: “How long do you have left on your current? For us, it’s often the longer you have left the better?”
Prospect: “Oh sorry, we’ve only got 3 months left.” (Ha Ha, that will get rid of them!)
Sales: “Ok, that’s perfect because we have some amazing rates for businesses coming up for renewal also” (Thank you for being honest!)

WHAT IF THEY ASK WHY GARY?
Good question and I’ll answer it below.

The reason we say, the longer the better is to change the prospects psychology and beliefs about what constitutes a good lead and what doesn’t. However, what if they were to ask WHY?

Prospect: “We’ve only just renewed and have 3yrs remaining. Why is that beneficial for you”
Sales: “Ok, that great. The reason is so we don’t have to bother you going forward and ensure we’re not one of those businesses who is constantly calling you. It’s as simple as that. Are you ok for me to remove you from any future calls until nearer your renewal date?”
Prospect: “Yes please, that would be great.”

Strategy Feedback

Salesology’s clients, since employing this strategy, have had so many comments from prospects saying what great customer service this is, have expressed how they wished all companies acted in this way and have ultimately returned when their contracts are finally due to be renewed!

How much is this information worth to you and how much time will it save making calls to prospects who currently KNOW HOW TO GET YOU OFF THE PHONE AND OUT THE DOOR?

SUMMERY

In order to get a much more honest response from your prospects you simply have to change their psychology.

HAVE YOU SEEN GARY’S VIDEO:

How Using Psychology Qualified 50% More Prospects

IF NOT THEN CLICK HERE

ABOUT SALESOLOGY

Salesology is a professional sales training approach which combines two crucial selling elements – the Art of Sales and the Science of Persuasion. Master these vital sales skills and strategies and let us guide you and your team to become ‘ELITE’ performers.

Having trained, coached and mentored thousands of ‘Elite’ salespeople in over 27 countries, with Salesology you are getting the brains, the research and passion behind the strategies NOT just someone who has been trained to deliver them.

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