HOW I UPPED MY SALES RATE WITH A TINY CHANGE IN MY PROSPECTING STRATEGY

A couple of days ago, I read an article on the Entrepreneur platform about how a tiny tweak in your sales call can be a game-changer in your business. Well, I didn’t truly believe it. Or rather, I did but I didn’t think it will work for us in Direct Sales.

After mulling over it for a couple of hours, I decided to put it to a test and I was shocked out of my seat, literally!

Now to ensure that the odds are not favorable (For reasons I still don’t know) I tried it out first on one of my difficult prospects and to my surprise, he ended up buying a couple of products off me within 6 hours of the call.

And I went ahead and tried it on a couple of other prospects and the success rate was about 80%!

What began as a slow day became an interesting and highly successful day for me

So, enough of the suspense, let me share the 3 tweaks I used

I ASKED THEM QUESTIONS THAT WILL MAKE THEM SAY “NO”: Imagine getting a call from a salesman and the first question you get is ‘ Do you like losing money every time you make a post on Facebook?” Of course, your response will be ‘No’. No one least of all you, like losing money and you definitely will like to know how to avoid that entirely. At this point, the person has your attention. That was what I did. I begin with a question that will get me a “No”. My most common questions to Network Marketer usually go like this: Do you like leaving money on the table when you are prospecting? And then boom! I have their attention.

I WENT STRAIGHT TO THE SOLUTION: No that I got their attention and they are ready to know how to stop leaving money on the table during prospecting, I immediately give them the solution. “ Do you like leaving money on the table when prospecting? Answer: No. Then always ask for the sale!” The next question I usually get is ‘How?” and then I go ahead and position myself as the Direct Sales Coach that I am.

I MATCHED THEIR MOOD/TONE: Now, whenever I meet a prospect and I am talking to her, I try to match her mood. This makes me more relatable to her and helps her open up to me. If she is down, I do my best not to bring up the business at all but try to understand what her situation is about. And if I meet her excited and jovial, I match my tone, my mood to hers and this has really shot up my sales rates.

Using these tweaks in my calls and prospecting has really made a huge difference in my business and I believe it will make the same for you too.

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