Every salesperson wants to make it as easy as possible for prospects give them the go-ahead. Here are three steps to help you close the sale faster by making saying “yes” even easier for them.
The first step, says sales strategist Jill Konrath in this short video, is to abandon the misconception that you should always provide prospects with choices, and instead, you should propose fewer options. “The more decisions a prospect has to make, the tougher it is to get them to move,” Konrath says. “With today’s crazy-busy prospects, I’d suggest one — but one that you have a solid justification for.”
For prospects with little wiggle room in their budgets, Konrath suggests providing them with the option of getting started with a product or service now by making a small initial investment and paying the rest when it comes due. If a prospect is still balking at price, instead of cutting costs, Konrath suggests adding more value for the same investment. “For my prospects, I’ve sometimes offered a follow-up teleseminar for their salespeople,” Konrath says. “It’s a bonus that doesn’t cost me a lot. But, it does make it easier for them to say ‘Yes’ — which is exactly what we want.”