Sales Maven How to Recommend What A Client Needs vs. What They’re Asking For When The Two Don’t Align
Have you ever found yourself in a situation where a client’s request doesn’t quite match what you know they need? In today's episode, Nikki explores how to recommend the best solutions for your clients, even when it means suggesting something different from what they initially asked for.
Nikki shares how to use your expertise to guide the conversation and ensure your clients feel understood and supported without making them feel wrong or alienated.
She explains how to acknowledge the client's request and validate their perspective without diminishing it in order to offer a better solution.
You want to send the message of, "I hear you," "I respect your request," and "I'm committed to our goals." Nikki provides examples of how to propose these options in different scenarios. The bottom line is to ensure the client feels heard, has options, and can make their own decision.
Tune in for tactics to maintain rapport while asserting your expertise and authority and to keep the momentum going when a client's request doesn't align with what you know they need.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[02:04] - When a client asks for something, you don't want to insinuate that it's wrong or that there's something wrong with them. Validate how it will work for them and present what you know to be the right solution.
[03:21] - You don't want to treat a prospect in a way that makes them feel like you think you know more about their business than they do.
[03:40] - The best approach is to validate based on what they know and their own expertise. Give them a quote for what they're asking for, along with a quote for what you know would be the better solution.
[05:36] - Validate and share your recommended approach and the benefits they will receive.
[07:21] - You can also propose both. Put your recommendation first and the option they asked for second. Let the client make the comparison.
[09:55] - It's really important that you validate their request. Send the message that you hear them. In a live conversation, ask permission to propose what you know to be the better solution.
[10:29] - Language: "Yes, we can get you started and enrolled today. My recommendation based on what you shared would be to explore a more intensive package. Would you be open to more?"
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