4 words you should reduce or never use when asking clients to buy, and 4 words you should always use if you want to make sales and friends
Last week Sunday I had a client meeting with a new client that I just signed up. ( By the way, you should be having regular client meetings it is a metric or indicator that you’re getting closer to smashing your sales goals)
I got to the venue of our scheduled meeting before him, seated, relaxed, and ordered a cup of coffee. When he was ushered into his chair, after the usual ‘how are yous’ the first words that came out of his mouth were along the lines of how profoundly introverted he is, which translates obviously to ‘I DON’T LIKE TALKING’
I went like okay, sir. Then I started asking him questions about his business and this guy spoke throughout the meeting about himself and his achievements. I watched him, light up and in the process, I got the sales training job
Do you know why? Because I made him feel important, I made him talk about his pain, achievements, and hopes. Dale Carnegie appropriately puts it this way
“When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity”
When dealing with clients remember the reason or reasons why they want to buy something is not about making you rich, but making them look rich, successful, desirable, sexy, etc. Therefore your language should focus on them, not on you. THEY DON’T REALLY CARE.
For if you help them get what they want, they’ll, in turn, help you get what you want.
Your clients are the heroes of their own story, not you.
So here I the words you should reduce or never use in conversations with clients especially if you want to truly persuade them to buy or do something for you
Those words point the arrow at you, for context yes you’ll have to tell them what you can do and have done, but don’t stay there. Move immediately to
4 WORDS THAT MAKE PEOPLE LIKE YOU OR BUY FROM YOU
Fundamentally turn all the last four words into questions that’s when you will see the power they carry. These words guide me when I write sales letters to clients, they also guide me when I have physical meetings with clients.
Stop going to your clients’ presence with what to say, go into their presence with what to ask, because he or she who asks the most powerful questions is in charge of the conversation.
Go are try it out and tell me what happens
COOL STUFF SECTION
Am currently enjoying this app “tic tic” It is a TO DO LIST
app and wow it is sooo good. Check it out in your app store
CREATE A GREAT DAY
PRODUCT OF THE DAY
Do you get sales objections? This book will help you answer and solve them
THE FOH LETTERS is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.
Join THE FOH LETTERS (Paid Version)
Every week I send an audio deep dive with case study sales and marketing teaching to those who subscribe to the paid version of my newsletter.
Here are the benefits
They have a free zoom class with me every month
They get a sales assignment that they can use to help their business
They use the audio to teach their staff
This week’s message was on 7 BIG IDEAS (FROM 4 BILLIONAIRES) I LEARNT FROM ANCHORING THE BIGGEST REAL ESTATE DEVELOPERS CONFERENCE IN LAGOS LAST WEEK
Sign up: $5/ Monthly or $60/ Yearly. Click on the link below to pay
I hope you enjoyed this article please share it with your friends and send me a reply I love to hear from you.
P.S Those of you in the paid version your audio newsletter will be in your inbox on Monday NOVEMBER 29, 2021, by 1 PM
Please send me a reply if you enjoyed this