The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals 022 | The Dangers Of Selling When The Client Is Already Sold
Have you ever connected with a potential client, and thought that they were going to enroll in your services, and when the time came to commit, they chose someone else?
There’s a fine line between making the perfect connection, and talking too much and losing the sale.
It’s happened to me many times: I felt a connection with a client, and thought they felt a connection with me. Then, it happened. I talked too much, and lost the sale.
It even happened to me last month! A client asked me a question, and I got excited answering it, and started talking about myself too much.
No matter what specific services you’re offering, you’ve got to learn to read the cues that your client is giving you to tell you if they are ready to buy or not.
Once you learn to read those cues, and master the art of being quiet and listening to your client, you’ll find yourself closing an abundance of new sales and bringing in new clients.
If you’re struggling with talking too much, and overselling your clients, then this week’s episode of The Abundant Accountant Podcast is a MUST listen!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
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Here are a few key secrets we talked about in this episode:
- Michelle introduces herself and the topic of today’s episode: not overselling your clients.
- We hear this all the time: people who thought that a client was going to enroll with them, and then they lost the sale! You think you have a connection, but it got lost somewhere along the way.
- The question you need to determine is how do you draw the line, and when do you stop talking to close the sale?
- 90 percent of selling is conviction and only 10 percent is persuasion.
- If you already have the right solution for your client, it's really easy to influence a positive outcome of the sales conversation.
- People want to know that they are working with the best!
- “When you're confident in what you offer, and you're confident in your fees, and you're confident in your services, and you're confident in the results you can deliver, that confident acts as an influence to your prospects sitting in front of you.”
- Don’t forget that confident doesn’t mean cocky.
- Certainty will lead to influence.
- Whoever talks the least asks the best questions and is the real winner.
- When your client talks a lot, that is a good sign!
- The person in front of you is the person you're here to help and serve.
- Prepare ahead so you can understand where you are leading people in your sales conversations.
- If you’re talking too much, you’re not listening to what your client’s needs are.
- When you’re not talking, your client is telling you key information about themselves that you need to know!
- If a client tells you they are ready to work with you, stop selling and ask for the sale! Learn to listen for those cues so you’re not overselling your clients and know when to ask them to work with you so you can close the deal.
- There are multiple ways you can force yourself to stop talking: count to ten, take a drink of coffee, or ask clarifying questions.
- If they ask “how can we get started,” that is your cue! Stop talking and ask them which form of payment will work best, Visa or Mastercard?
- Don’t be hesitant to ask for payment.
- Having a sales process in place helps you to not give away your time for free.
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