Dec. 15, 2022

How to get your prospects OFF the fence!

How to get your prospects OFF the fence!

How to get your prospects OFF the fence! Having trouble getting your prospects to move forward. You don't want to miss this episode! Joe Beck, Founder of "The Sales Activist," shares how to handle challenging prospects and get them to re-engage and...

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Season 1

How to get your prospects OFF the fence! Having trouble getting your prospects to move forward. You don't want to miss this episode! Joe Beck, Founder of "The Sales Activist," shares how to handle challenging prospects and get them to re-engage and make decisions. This episode is a game-changer for anyone struggling with prospects that are stuck on the fence!

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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,

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and we've got a great episode in store for you today. Today,

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I'm going to be talking about and unpacking exactly what

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to do when you're dealing with challenging or stubborn prospects.

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Prospects that just won't get off the fence, won't decide

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to move forward, won't make a decision no matter what direction.

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We're going to talk about that today as well as

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some other topics in today's episode. But before we get there,

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I want to just kind of cover some current events.

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Is what's going on you know right around the time

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of this podcast will be released, will be in the

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middle of December and wrapping up the year for many people.

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Who is going to be the priority. So you know,

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no matter what it is that you're doing out there

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in sales, this time of year can be very challenging. Now,

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depending upon your industry, this might be your busy time

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of the year or it might be, as I said,

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one of the more challenging times of the year to

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be able to win new business. So a couple of

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things that you want to make sure that you do

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real quick to wrap up opportunities as best as you

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can for your year end is to make sure that

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you make a list and go back and follow up

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with every single prospect that you have before you wrap

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up the year. If nothing else, to check in with them,

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see where they are, see what the next step might

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be if they're not ready to move forward now. But

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you definitely want to finish the year strong. There's one

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thing that I've learned over many, many years of working

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with sales producers and all kinds of industries. How you

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finish up a year plays a major role in how

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you start the next year. So I'm a big believer

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in momentum, and sales momentum is a real thing. You

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can absolutely generate some excitement, some motivation, and some momentum

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by finishing the year strong and starting off the next

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year really with a running head start. So I want

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to make sure that I just shared that with everybody.

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Do the very best that you can to wrap up

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this year strong, Finish strong, bring in whatever business that

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you can before the year ends, if for no other

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reason then to get yourself excited and motivated and pumped

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up for having a fast start to the next year.

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What you'll find is by putting that extra effort. At

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the end of the year, you're going to find that

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you lay the foundation for a fast January. Your calendar

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will be a little bit more full, you have a

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little bit more going on, and ideally you'll have some business,

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if it isn't already written and closed, will be right

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there ready for you to win in early January. So,

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as I said, we've got a great topic today talking

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about how to work with and get prospects moving forward

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that are kind of hung up or in pause mode.

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So we're going to be diving into that in just

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a moment. We're gonna take a quick break and we'll

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be right back. I this is Joe Beck with his

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sales activists. Would you like to triple your sales results

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in six months or less? That's right, triple your sales

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results in six months or less, guarantee all without spending

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a single extra dollar on advertising. Well this sounds interesting

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to you. I would love to tell you more about it.

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For well over thirty years, and after tens of thousands

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of live sales interactions and hundreds of millions of dollars

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of closed transactions for companies that I've worked with and

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for I've developed a proprietary sales system, the ISM system,

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and this system will help you triple your sales results

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in six months or less. Guarantee to learn more. Just

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text the words sales to the number three two one

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four two one five two one three that sales to

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three two one four, two one five to one three.

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Schedule a complimentary consultation to learn about our ISM system

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and exactly how we can get you on your way

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to triple your sales results in six months or less.

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This is Joe Beck with the Sales Activist. You don't

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have to settle for average sales results. We'll talk to you.

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And we're back with the Impact Sales Podcast. I'm your host,

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Joe Beck, and we're going to jump right in talking

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about our subject for today. So today I wanted to

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spend some time talking about how you deal with challenging

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prospects or prospects that maybe you are on the fence

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and won't move forward, won't kind of make a decision

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one way or the other. How you get them to

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move forward? How do you get them to take action

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in some regard. And this is one that comes up

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quite often with people, and it's one that I get

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asked a lot by different people, how do you handle

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prospects that just won't move forward or won't aside to

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make a decision as to what they're going to do.

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So what I like to do is just start this

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by kind of breaking things down in a little different

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way compared to maybe other ways that you may have

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heard people handle this particular topic. So I'm a big

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believer that the sales process that you work with anybody,

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no matter what it is that you're selling, what product

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or service that you're offering, whatever it is that you're doing,

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the sales process actually starts right at the beginning when

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you first interact with them, the first visibility that they

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have of you and vice versa, the first degree of engagement.

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That's really when the sales process starts. And sometimes people

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create all kinds of fear and uncertainty and doubt in

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their prospects right at the early stage of the interaction.

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So before we get to what you know or how

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we deal with prospects, let's first check our own house.

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Let's first make sure that we're taking care of things

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that need to be taken care of the right way.

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So at the time top of the list, what you

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have to focus on is making sure before you ever

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deal with a prospect who might be challenging or not

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being willing to make a decision, is make sure that

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you haven't contributed to that feeling in them, that you

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haven't made them feel that way or done something, said something,

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or reacted in a way that would make them feel

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that they weren't in a place to make a good

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decision or couldn't make a decision related to what it

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is that you offer. And this is really an important

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point because sometimes people blindly just plow ahead with their

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sales process and they start talking to people, and they

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start pitching their product, they start putting all this stuff

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out there, and they don't even realize that they may

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be contributing to any negativity or pushback or hesitance that

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their prospects give them later in the process. So the

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first rule, the first number one rule at the top

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of the list, if you're going to be dealing with

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a prospect that might be challenging or not willing to

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make a decision, is you have to put them at ease.

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And you put them at ease by making sure that

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you don't create, even if it's just artificially, that you

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don't create a situation that makes them hesitant or makes

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them uncomfortable or nervous. Like everybody is familiar with the

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concept that people do business with those that they know,

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like and trust. Well, it's really hard for somebody to

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get to know you and like you and trust you

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if you do something in the early stages of your

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sales interaction that rubs them the wrong way, that turns

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them off or makes them a little hesitant. So the

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first rule at the top of the list to handle

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prospects that might be a little bit more challenging would be,

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don't do any harm to that process. Make sure that

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nothing that you're saying is upsetting them or worrying them.

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Make sure that you're positioning things in a very professional way,

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but also be sure that you're reading any signs, you're

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picking up on any cues that they may be giving you,

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because the sooner you pick up on those things, the

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sooner you recognize that you may have a challenge to overcome,

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the easier it is for you to prepare and start

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working yourself back to the place that you need to

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be with them, where they're comfortable, that they're open, they're

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listening to what you're saying. There's good engagement and they

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don't feel any of this hesitancy. So at the top

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of the list, make sure, no matter what, that you're

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not the problem. Okay, make sure that you're not. Make

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sure that you're not doing anything that makes them feel

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that way. So assuming that you're not, and we're not

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going to dig into the entire sales process, but assuming

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that you're not the problem, that you're not the reason

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that they're feeling some degree of hesitancy, Well, let's go

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back to the things that you really need to uncover

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to start getting them comfortable. See, and it really lies

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in this sentence that I just said a minute ago

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about people wanting to do business with those that they know,

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like and trust. If you've earned the right to ask

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for their business, if you've done things in your sales

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process that have earned you the right to ask for

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their business and have positioned you the right way, you

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will find it a lot easier to deal with hesitancy

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that they may have. It may never even pop up

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because they are very, very comfortable with you, and that's

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a great thing, right, But if it does come up,

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how do you deal with it? How do you handle that? Well,

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let's break it down. Let's break down exactly what you

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need to do and how you need to overcome that. Now,

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for me, there's a lot of different ways of tackling

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this problem, but I believe, quite honestly that most of

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these things, when they come up later in the process,

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are usually a function of a couple of things. At

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the top of the list, we're going to put something

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that a lot of people don't like to talk about

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because they have to own things that maybe they didn't

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do well enough that nobody likes to admit when they

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were wrong. Nobody likes to admit when they screwed something

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up or made a mistake. But at the top of

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the list, and this just happens to be one of

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the ones that happens quite often, and successful people, successful

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salespeople especially correct this in the way they operate, but

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many people don't. And that topic is this at the

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top of the list. Perhaps this person isn't your ideal prospect.

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Maybe you're selling to somebody who is just a suspect.

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Maybe there's somebody that you know. They may have an

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interest in what you do, but they're not your ideal

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client avatar. They don't fit the exact model of how

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you generate the best results. They're just kind of somebody

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who may have an interest and you're trying to convince

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them and sell them on the idea of working with you.

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So at the top of the list is are they

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or not they a prospect for you? Are they a

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legitimate prospect or are they just a suspect. Many people

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fail in selling and they certainly fail in turning around

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challenging prospects when they're talking to somebody who really isn't

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a prospect in the first place, meaning they just aren't qualified.

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Either they're not the decision maker, or they don't have

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the budget, or they don't have a legitimate need. There's

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a variety of different checklist items that would need to

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qualify them as a prospect. Well, you can't turn somebody

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around if deep down there is a blatant deficiency in

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them as a prospect, if they are not qualified for

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what it is that you do, or they do not

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have the money available, they're not financially qualified, or they

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don't have the decision making authority. No amount of extra

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effort on your part, no amount of sales technique or strategy,

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no amount of anything that you're going to do is

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going to turn that prospect around. The reason is they're

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not even really a prospect. They're just a suspect or

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somebody that you're talking to. Maybe you're hoping you can

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do some business with them. So at the top of

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the list, make sure that you are literally dealing with

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a prospect. Assuming that you are, what else can you

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do to help move that prospect along? That prospect is

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nervous or anxious, or unwilling to make a decision, not

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really willing to take the next step forward. And I

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believe that a lot of times people find themselves in

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this exact situation because they didn't set the right expectations

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at the beginning of the sales interaction. They didn't set

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the expectation as to what this process was going to

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look like, how it was going to be handled, what

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the steps were going to be, and what everybody's role

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was going to be. So I believe setting the right

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expectations in understanding this process can be a very powerful thing,

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just like not setting expectations and leaving it open ended

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can be a very challenging thing because sometimes people get

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to that end stage and without any expectations, without any

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clear understanding of exactly what their role is and what

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they need to do, just like what you need to do,

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without any expectations, kind of nothing happens. It just hangs there,

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open ended, and this happens to a lot of sales interactions.

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They kind of just go on this endless, endless parade

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or ongoing parade of nobody making a decision, nothing changing,

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nothing moving forward, kind of just status quo. And I

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just believe that that's one of the most dangerous places

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that you can leave a sales interaction. You know, it's

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on the outside looking in. The best place that you

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could leave any sales interaction is that there's a clear

241
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understanding of what the next steps are, what will happen next,

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who will do what, And a lot of times people

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make that step much more challenging because right at the beginning,

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even if they are talking to a prospect, they don't

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set the right expectations. Now, we're not going to be

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to unpack everything that would happen inside of a sales

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interaction during this podcast, but we are going to be

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able to really touch on some highlights, some things that

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are are critical to turn around prospects if they aren't

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quite there now. In this example. Of course, you know,

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we don't know where they were at the beginning or

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end of the process up until this point. We just

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know that they're not moving forward. So I'm going to

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say that the easiest way of turning these people around

255
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is to get back to the point that you're engaging

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them about things that really mean the most to them.

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Now here's what I mean by that. A lot of

258
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times people in selling environments lose sight of what the

259
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prospect tells them means the most to them. Maybe they

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didn't do a good enough job on covering that, maybe

261
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they didn't do a good enough job exploring that in

262
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their interactions with their prospects. But somewhere along the way,

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they didn't get enough information about what was really important

264
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to their prospect. And the reason why that is so

265
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so important and such a big mistake in the sales

266
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process is this exact situation that we're talking about. Now.

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If you don't know enough about what really makes your

268
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prospect tick and what's important to them and what means

269
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the most to them, it is much more likely that

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they are going to be comfortable or settle for leaving

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things in this kind of limbo stage where they don't

272
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make a decision because it didn't really resonate enough with them.

273
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There wasn't something that was meaningful enough that made them

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think they have to do something about this. Now, how

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do we avoid that, or, better yet, how do we

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fix that if we've missed that opportunity in the sales process. Well,

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I'm going to tell you the way you fix it

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is you go back to talking to your prospect about

279
00:15:46.679 --> 00:15:50.759
things that mean the most to them, perhaps things that

280
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your product, your service, or offering can do for them.

281
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But don't talk about it from the standpoint of your

282
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product your service. Talk about it from the standpoint of

283
00:16:03.759 --> 00:16:09.320
the impact that your prospect or client would receive. And

284
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I use a lot of different analogies and a lot

285
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of different situations when I teach this, but it's so

286
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so important that you understand that it is not about you.

287
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It is not about your product, your company, your offering,

288
00:16:20.399 --> 00:16:22.679
whatever it is that you do, it's not about you.

289
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The only thing that your prospects and clients are interested

290
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in is how what you do may benefit them, how

291
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what you do will impact them and what their life,

292
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their business, their finances, whatever, what those things will look

293
00:16:39.960 --> 00:16:44.440
like as a result of working with you. You are

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the least important part of that process. It's all about

295
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the impact that they receive. It's all about the value

296
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they get and the impact that they get from what

297
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you do. And too many times people will spend all

298
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their time and energy talking about how great they are,

299
00:17:00.759 --> 00:17:03.440
what they do, what they're offering, does all the bells

300
00:17:03.440 --> 00:17:05.440
and whistles, and they want to make sure that somebody

301
00:17:05.519 --> 00:17:08.680
understands it all from A to Z, every little thing

302
00:17:08.720 --> 00:17:12.559
that they do, and then they don't spend time talking

303
00:17:12.599 --> 00:17:16.839
about how that prospect feels about it. Then they don't

304
00:17:16.839 --> 00:17:20.920
spend time talking about what this would do for that prospect,

305
00:17:21.079 --> 00:17:26.000
and more importantly, getting that prospect to describe it back

306
00:17:26.000 --> 00:17:28.400
to them. So, if you've got an offering, and you've

307
00:17:28.400 --> 00:17:30.880
made this offer to your prospect and they're not making

308
00:17:30.960 --> 00:17:33.799
a decision to move forward, go back to the point

309
00:17:33.839 --> 00:17:36.279
that you were talking about what was important to them

310
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based upon your offer. If you're saving them money, talk

311
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about what would they do with that money? Ask them

312
00:17:43.559 --> 00:17:46.559
to describe it. Explain to you, if I save you

313
00:17:47.240 --> 00:17:50.000
X amount of money in your business each year, tell

314
00:17:50.000 --> 00:17:51.759
me what would you do with the money. What would

315
00:17:51.759 --> 00:17:54.240
you invest in in your business? Where would you make

316
00:17:54.279 --> 00:17:59.599
improvements and then let them talk. Get them focused emotionally

317
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on something that they are receiving and not thinking about

318
00:18:04.160 --> 00:18:07.240
what it is that you're offering. Talk about the impact

319
00:18:07.599 --> 00:18:10.759
and not the product, the service, or the offering. Okay,

320
00:18:11.000 --> 00:18:14.720
and this is a huge differentiator for anybody that truly

321
00:18:14.839 --> 00:18:19.839
understands successful selling. You'll understand that emotionally, people buy on

322
00:18:19.920 --> 00:18:23.720
emotion and they move forward with their decisions based on logic.

323
00:18:24.279 --> 00:18:27.640
Something may make complete logical sense to people, but they

324
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won't make a buying decision because they emotionally aren't vested

325
00:18:31.920 --> 00:18:35.000
or aren't committed to it. It hasn't resonated with them

326
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deep down, it hasn't hit in their gut is something

327
00:18:37.640 --> 00:18:40.559
that they need to do. Logically, it may make sense,

328
00:18:40.880 --> 00:18:43.599
but they won't make a decision to move forward. So,

329
00:18:43.640 --> 00:18:45.759
if you've got a prospect that's hanging on the fence

330
00:18:45.799 --> 00:18:48.000
and they're not making a decision and they're in this

331
00:18:48.160 --> 00:18:51.519
limbo state that I'm describing, get back and start talking

332
00:18:51.559 --> 00:18:55.119
to them about what things mean to them as it

333
00:18:55.160 --> 00:18:57.720
relates to your product, your service, are offering and the

334
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most important part of that process. And this is what

335
00:19:00.880 --> 00:19:04.160
I really want to make sure I underline and emphasize.

336
00:19:04.519 --> 00:19:07.759
You know during today's podcast, is you need them to

337
00:19:07.880 --> 00:19:14.559
describe it back to you. Don't ask very very simple

338
00:19:14.720 --> 00:19:19.240
yes and no answered questions to your prospects. Ask them

339
00:19:19.319 --> 00:19:22.200
questions related to the impact that it will have, and

340
00:19:22.240 --> 00:19:25.359
then ask them to describe it. Ask them to tell

341
00:19:25.400 --> 00:19:28.480
you what it would do. Describe the feeling that they

342
00:19:28.480 --> 00:19:32.519
would have. Describe how it would impact their employees, their business,

343
00:19:32.680 --> 00:19:37.160
their family life, their emotional wellbeing, their physical wellbeing. Get

344
00:19:37.240 --> 00:19:41.000
them talking about it with you. Get them making an

345
00:19:41.039 --> 00:19:45.920
emotional commitment by describing back to you what it would mean. See,

346
00:19:46.039 --> 00:19:49.839
those are the things that actually resonate with people. Those

347
00:19:49.839 --> 00:19:53.920
are the things that they feel viscerally in their body.

348
00:19:53.960 --> 00:19:57.599
They feel those things. If you don't get them talking

349
00:19:57.640 --> 00:20:01.599
that way about your the impact of what your product, service,

350
00:20:01.680 --> 00:20:05.240
or offering does, you will forever find yourself in a

351
00:20:05.240 --> 00:20:10.039
place where you're compared and pitted against other solutions, other providers.

352
00:20:10.400 --> 00:20:14.440
You haven't separated yourself from anybody else. But if you're

353
00:20:14.480 --> 00:20:17.720
having that conversation with that difficult or challenging prospect, that

354
00:20:17.799 --> 00:20:22.000
won't make a decision, and you're talking to them and

355
00:20:22.160 --> 00:20:25.519
getting them to open up emotionally about what these things

356
00:20:25.519 --> 00:20:28.079
would do for them, what impact it would have, what

357
00:20:28.160 --> 00:20:31.079
things would look like, and you get them to describe

358
00:20:31.079 --> 00:20:36.119
it to you. I promise you you are immediately the

359
00:20:36.880 --> 00:20:40.359
exception and not the rule. You become something that's special

360
00:20:40.400 --> 00:20:44.039
as a sales professional. You're becoming that trusted advisor. You're

361
00:20:44.079 --> 00:20:47.559
forming a bond or relationship with that prospect, even if

362
00:20:47.559 --> 00:20:50.559
it's just short term in the form of a single

363
00:20:50.640 --> 00:20:53.720
call or interaction. You're starting to do things that other

364
00:20:53.759 --> 00:20:56.160
people don't do. You're digging deeper. You're getting to know

365
00:20:56.319 --> 00:21:00.200
things that other people don't know. It's so critical to

366
00:21:00.240 --> 00:21:03.039
your success when you're dealing with a challenging prospect that

367
00:21:03.119 --> 00:21:07.440
you help them re engage with emotional reasons why they

368
00:21:07.480 --> 00:21:12.160
should move forward. Now, along with those emotional reasons for

369
00:21:12.279 --> 00:21:15.680
moving forward, you also need to get them to make

370
00:21:15.720 --> 00:21:17.680
a commitment to you. You need to get them to

371
00:21:17.759 --> 00:21:19.799
make some type of a commitment to you. And I

372
00:21:19.920 --> 00:21:24.039
find that when you develop this emotional connection to people

373
00:21:24.079 --> 00:21:28.480
because you've asked these deeper, impact focused questions and you've

374
00:21:28.519 --> 00:21:31.359
gotten them to talk and tell you about them and

375
00:21:31.480 --> 00:21:35.559
share with you specifically about the power of those things

376
00:21:35.559 --> 00:21:37.759
and the impact that would have on them, their business,

377
00:21:37.759 --> 00:21:41.440
their employees, their family. When they start talking about those things,

378
00:21:42.039 --> 00:21:44.559
you are now resonating in a deeper level with them,

379
00:21:44.599 --> 00:21:48.640
and it becomes much easier for you to ask them

380
00:21:49.079 --> 00:21:52.160
to make a commitment. And that commitment can be as

381
00:21:52.200 --> 00:21:57.000
simple as just giving you an answer either way. You know,

382
00:21:57.319 --> 00:22:00.319
I like to use the phrase yes is preferred, no

383
00:22:00.559 --> 00:22:02.920
is acceptable. I'm fine with you saying no or not

384
00:22:03.039 --> 00:22:05.839
right now. What I can't take is a maybe. I

385
00:22:05.880 --> 00:22:08.960
can't take this in between place because there's a lot

386
00:22:09.000 --> 00:22:11.279
of people that i'd like to help, just like i'd

387
00:22:11.359 --> 00:22:14.519
like to help you, And rather than bothering you incessantly

388
00:22:14.599 --> 00:22:17.160
about where we stand, I'd rather have you tell me

389
00:22:17.200 --> 00:22:21.480
either yes or no now. When you ask that type

390
00:22:21.480 --> 00:22:25.559
of a question that way, it's particularly powerful when you

391
00:22:25.599 --> 00:22:30.440
do it on the heels of an impact focused questioning session,

392
00:22:30.920 --> 00:22:34.000
talking about the emotional impact that these things have on them,

393
00:22:34.359 --> 00:22:38.839
and they start visualizing for themselves having those things. See

394
00:22:38.920 --> 00:22:42.440
why do we want them talking about it as it

395
00:22:42.480 --> 00:22:45.079
relates to getting them to take action or do something,

396
00:22:45.359 --> 00:22:47.440
Because the more they talk about it, the more they

397
00:22:47.519 --> 00:22:50.319
verbalize it and share it and think about it, the

398
00:22:50.359 --> 00:22:53.200
more it's becoming part of their conscious reality. The more

399
00:22:53.240 --> 00:22:55.759
they want those things to be in their life, they

400
00:22:55.799 --> 00:23:00.000
want the impact that they're describing. So it's so powerful

401
00:23:00.279 --> 00:23:03.759
to get them to talk about it because it turns

402
00:23:03.799 --> 00:23:08.359
them around back into a place where emotionally, now they've

403
00:23:08.359 --> 00:23:12.039
made a commitment to wanting those things happen to happen.

404
00:23:12.079 --> 00:23:15.960
The more they talk about them, the more likely emotionally

405
00:23:16.000 --> 00:23:18.920
they're going to want to have them as part of

406
00:23:18.960 --> 00:23:22.000
their reality. They're going to want those things more than

407
00:23:22.000 --> 00:23:24.039
ever before because they're going to be thinking about it,

408
00:23:24.079 --> 00:23:25.839
they're going to be talking about it, they're going to

409
00:23:25.880 --> 00:23:29.480
be verbalizing it. It's going to mean something to them.

410
00:23:29.720 --> 00:23:34.039
So when you tack in or tack on the additional

411
00:23:34.079 --> 00:23:36.839
statement of asking them to just make a commitment a decision,

412
00:23:37.000 --> 00:23:40.160
yes is preferred, No is acceptable, But I can't just

413
00:23:40.279 --> 00:23:43.359
leave things in this maybe place. What you're really doing

414
00:23:44.200 --> 00:23:47.359
is coming to an understanding, coming to an agreement as

415
00:23:47.359 --> 00:23:49.960
to what's next, where do we go? And a lot

416
00:23:49.960 --> 00:23:52.759
of times people fail because not only do they not

417
00:23:52.920 --> 00:23:55.920
set those expectations, as I said a couple of minutes ago,

418
00:23:55.920 --> 00:24:00.599
that there's going to be an ultimate decision, but they

419
00:24:00.640 --> 00:24:03.200
don't dig deep enough and they don't ask those impact

420
00:24:03.279 --> 00:24:08.400
driven questions. So the prospect kind of feels it's okay

421
00:24:08.599 --> 00:24:12.119
to be in this limbo place. They haven't felt like

422
00:24:12.160 --> 00:24:14.759
they were part of it. They haven't felt like they

423
00:24:14.799 --> 00:24:17.559
were given direction that they needed to kind of make

424
00:24:17.599 --> 00:24:20.000
a decision. They kind of felt like being in limbo

425
00:24:20.200 --> 00:24:23.599
was okay. So the number one thing that you need

426
00:24:23.640 --> 00:24:26.279
to do is make sure that you start correcting that

427
00:24:26.400 --> 00:24:29.400
in the way you communicate with people. It's not impossible

428
00:24:29.400 --> 00:24:32.680
to go back and turn around a prospect that is

429
00:24:32.799 --> 00:24:35.680
not in that place, but you're gonna need to dig

430
00:24:35.720 --> 00:24:38.960
deep and get emotional with them. You're gonna need to

431
00:24:39.079 --> 00:24:42.799
uncover and untap what means the most to them about

432
00:24:42.799 --> 00:24:47.000
what it is that you're offering. Now, keep in mind,

433
00:24:47.240 --> 00:24:50.000
as you talk about these things, it is not what

434
00:24:50.079 --> 00:24:54.279
you do that makes the difference. It's the impact that

435
00:24:54.400 --> 00:24:57.799
what you do has on them that makes the difference.

436
00:24:57.880 --> 00:25:00.839
And that's the side of the equation that you need

437
00:25:00.880 --> 00:25:04.160
to spend your time talking about. You need to spend

438
00:25:04.160 --> 00:25:06.839
your time talking about what I call things on the

439
00:25:06.880 --> 00:25:10.200
other side of the impact line. When you start getting

440
00:25:10.240 --> 00:25:14.279
your prospects, your client's talking to you about the impact

441
00:25:14.359 --> 00:25:17.440
that things have on them, what it would mean for them,

442
00:25:17.680 --> 00:25:20.960
what they would do with it, what life would look

443
00:25:21.079 --> 00:25:24.160
like with it or after it. That's where they start

444
00:25:24.200 --> 00:25:28.119
making a true emotional commitment to doing something about it.

445
00:25:28.720 --> 00:25:31.480
If they don't ever talk about it, if they don't

446
00:25:31.880 --> 00:25:35.640
emotionally connect to what it is that you're offering, no

447
00:25:35.759 --> 00:25:40.160
amount of like trust and believing in you is going

448
00:25:40.240 --> 00:25:43.240
to make them want to do business with you. Okay,

449
00:25:43.720 --> 00:25:46.359
they can know like you, trust you. All of those

450
00:25:46.400 --> 00:25:50.400
things won't matter if what you're explaining to them doesn't

451
00:25:50.480 --> 00:25:54.400
resonate and it has nothing to do with what it

452
00:25:54.480 --> 00:25:57.160
is you do. It has everything to do with the

453
00:25:57.200 --> 00:26:01.440
impact that it has on your products, on your clients.

454
00:26:01.960 --> 00:26:05.559
So when you're dealing with these challenging prospects, keep in

455
00:26:05.599 --> 00:26:07.799
mind it's not you. You're not going to be able to

456
00:26:07.799 --> 00:26:12.440
turn them around with a complicated, more descriptive version of

457
00:26:12.440 --> 00:26:14.680
what it is that you offer. It's not going to

458
00:26:14.720 --> 00:26:17.279
happen that way. But you will be able to get

459
00:26:17.319 --> 00:26:20.680
them on track and moving in the right direction if

460
00:26:20.680 --> 00:26:24.480
you spend that time, that energy, that focus on talking

461
00:26:24.519 --> 00:26:29.960
about the impact that what you do will have on them,

462
00:26:30.000 --> 00:26:33.720
talking about the impact on their business, their finances, whatever

463
00:26:33.799 --> 00:26:37.279
it is that you do get them talking and they

464
00:26:37.279 --> 00:26:40.039
will tell you everything that you need to know to

465
00:26:40.160 --> 00:26:43.559
wrap up that deal, to move that business forward. But

466
00:26:43.640 --> 00:26:45.480
if you don't get them talking, if you don't get

467
00:26:45.480 --> 00:26:50.039
them verbalizing exactly what the impact is to them and

468
00:26:50.079 --> 00:26:53.519
what it means, you're fighting an uphill battle. You're fighting

469
00:26:54.079 --> 00:26:58.039
the never ending battle that salespeople have been fighting since

470
00:26:58.039 --> 00:26:59.920
the beginning of time, which is, how do you get

471
00:27:00.119 --> 00:27:02.359
prospect to move forward if they really aren't interested or

472
00:27:02.400 --> 00:27:05.119
if they're not in this place where it's the right thing. Now,

473
00:27:05.519 --> 00:27:11.519
even if people are the ideal prospect for you, there

474
00:27:11.519 --> 00:27:16.039
are so many options out there and so many variables

475
00:27:16.240 --> 00:27:18.720
on things out there. I mean, heck, people can grab

476
00:27:18.759 --> 00:27:22.519
a smartphone and find two thousand of anything nowadays. There's

477
00:27:22.880 --> 00:27:26.279
so much information and so many options that you aren't

478
00:27:26.359 --> 00:27:29.440
standing out. So if you want to differentiate yourself and

479
00:27:29.480 --> 00:27:31.599
you want to put yourself at the top of the line,

480
00:27:31.960 --> 00:27:35.160
and you want to get your challenging prospects to make

481
00:27:35.200 --> 00:27:37.759
a decision one way or the other, well you need

482
00:27:37.799 --> 00:27:40.160
to get back to talking to them truly about the

483
00:27:40.240 --> 00:27:43.720
impact of what it is that you do and what

484
00:27:43.759 --> 00:27:46.640
it will do for them. Get them exploring it, sharing

485
00:27:46.680 --> 00:27:51.400
it with you, earning their trust as their trusted advisor

486
00:27:51.759 --> 00:27:55.160
because you're the person that asked them to describe that.

487
00:27:55.240 --> 00:27:57.599
You're the person that is taking them on that little

488
00:27:57.599 --> 00:28:01.839
emotional journey. You're the one that's got them through that

489
00:28:01.880 --> 00:28:05.079
whole process, every step of the way. And then finally

490
00:28:05.119 --> 00:28:08.240
you wrap that up with just in agreement that we're

491
00:28:08.240 --> 00:28:11.119
going to come to a decision, whether it's yes as

492
00:28:11.440 --> 00:28:13.920
you know the decision, or no is the decision as

493
00:28:14.000 --> 00:28:17.480
I said, yes is preferred, No is acceptable. What we

494
00:28:17.559 --> 00:28:22.079
can have is this maybe situation, this indefinite holding pattern

495
00:28:22.160 --> 00:28:24.519
that's just not going to work for anybody. It's not

496
00:28:24.559 --> 00:28:27.160
good for them, it's not good for you. So for

497
00:28:27.200 --> 00:28:30.480
those of you that have challenging prospects that are sitting

498
00:28:30.519 --> 00:28:32.680
out there that you're trying to wrap up and you

499
00:28:32.720 --> 00:28:35.480
haven't been able to move them forward, I know you

500
00:28:35.559 --> 00:28:37.880
go back and you re listen to this episode and

501
00:28:38.039 --> 00:28:41.359
really absorb what I'm sharing with you about exploring impact.

502
00:28:41.920 --> 00:28:44.960
You're going to get everything that you need to move

503
00:28:45.039 --> 00:28:49.519
these prospects forward. Get back with them, start talking about

504
00:28:49.839 --> 00:28:52.799
the impact that what you do has on them, and

505
00:28:52.920 --> 00:28:56.279
get them talking, get them describing it, explaining it to

506
00:28:56.359 --> 00:28:59.359
you in their own words, because the more they talk,

507
00:28:59.640 --> 00:29:02.079
the more you win. The more they talk, the more

508
00:29:02.119 --> 00:29:06.640
they emotionally want what it is that they're talking about.

509
00:29:07.799 --> 00:29:11.160
So as we wrap up today, I just want to

510
00:29:11.200 --> 00:29:14.319
share with you the importance of understanding that whether they

511
00:29:14.400 --> 00:29:17.359
are somebody that's on the fence or somebody that you're

512
00:29:17.559 --> 00:29:21.440
just meeting first time and you're trying to earn their business,

513
00:29:22.200 --> 00:29:25.279
develop a relationship with them that's deep enough and emotional

514
00:29:25.359 --> 00:29:28.440
enough that they share with you the impact, and you

515
00:29:28.480 --> 00:29:32.160
will always find yourself in a better place. You'll find

516
00:29:32.200 --> 00:29:36.799
yourself able to turn around these challenging prospects, and more importantly,

517
00:29:37.160 --> 00:29:40.920
you'll develop a trusted advisor relationship with more of your

518
00:29:40.920 --> 00:29:45.920
prospects even faster. So I want to thank y'all for

519
00:29:45.960 --> 00:29:49.079
taking the time to join me today on this show.

520
00:29:50.200 --> 00:29:54.480
Continue to support the Impact Sales Podcast. Follow us on YouTube,

521
00:29:55.000 --> 00:29:57.720
make sure that you download previous episodes. There's a lot

522
00:29:57.759 --> 00:30:00.359
of great content in there for myself as well as

523
00:30:00.480 --> 00:30:02.519
from the guests that I have on the show. You

524
00:30:02.599 --> 00:30:06.039
don't want to miss the opportunity to tap into those resources.

525
00:30:06.279 --> 00:30:09.599
This material is actionable and you could put it to

526
00:30:09.720 --> 00:30:13.079
work on your behalf, just by listening to the content

527
00:30:13.160 --> 00:30:16.519
and going out there practicing and doing what we talk about.

528
00:30:16.559 --> 00:30:19.279
So this is Joe Beck with the Sales Activist, and

529
00:30:19.279 --> 00:30:22.599
we like to wrap up every episode by saying, sell

530
00:30:22.680 --> 00:30:27.160
better and impact the world. We'll talk to you sin Hi.

531
00:30:27.200 --> 00:30:29.880
This is Joe Beck with the Sales Activist. Are you

532
00:30:29.920 --> 00:30:33.640
a coach, consultant or entrepreneur that's struggling to fill your

533
00:30:33.720 --> 00:30:36.799
sales calendar? I mean, when you look at your calendar,

534
00:30:36.960 --> 00:30:40.960
is it a barren wasteland with no prospects, no opportunities,

535
00:30:41.000 --> 00:30:44.880
and practically nothing hitting your sales pipeline. Well, if this

536
00:30:44.960 --> 00:30:47.960
sounds like you, I'd like to help. For well over

537
00:30:48.039 --> 00:30:51.480
thirty years and after tens of thousands of live sales

538
00:30:51.480 --> 00:30:55.319
interactions and hundreds of millions of dollars have produced sales

539
00:30:55.359 --> 00:30:58.720
revenues for companies that I've worked with and for, I've

540
00:30:58.759 --> 00:31:02.920
developed proprietary sales system, the ISM System, and I would

541
00:31:02.960 --> 00:31:04.640
love to talk with you more about that system and

542
00:31:04.720 --> 00:31:07.400
exactly how it can get your calendar filled up and

543
00:31:07.400 --> 00:31:10.480
more importantly, how it can generate new sales for you. You

544
00:31:10.480 --> 00:31:14.000
can schedule a complementary strategy session with me to learn

545
00:31:14.039 --> 00:31:17.799
all about ISM. Like texting the word sales to the

546
00:31:17.880 --> 00:31:22.480
number four oh nine five oh nine seven three five five.

547
00:31:22.599 --> 00:31:27.240
That's sales to four oh nine five oh nine seven

548
00:31:27.359 --> 00:31:30.359
three five five. You'll connect with our digital assistant and

549
00:31:30.359 --> 00:31:34.640
you'll be able to schedule your complementary strategy session. Don't

550
00:31:34.680 --> 00:31:38.000
miss this opportunity to learn exactly what ISM can do

551
00:31:38.160 --> 00:31:41.720
to help you your calendar and your sales results. This

552
00:31:41.839 --> 00:31:44.039
is Joe Beck and I look forward to speaking with