06 April 2025
Scary prospects? Not anymore!
Every prospect has fears. Are you going to pressure them? Sell them something they don’t need? These fears are normal, but we can address them.
How to calm fears:
- Start with empathy: “I understand you might be unsure about this.”
- Normalize their feelings: “Many people feel the same way at first.”
- Offer assurance: “Here’s how we make sure this is the right fit for you.”
What not to do
Don’t push. Don’t rush. Don’t overload with facts. Just focus on building trust.
Confidence speaks volumes
I learned this the hard way. When I sounded unsure, my prospects hesitated. But when I confidently presented options, they felt safe moving forward.
Humour
I told my prospect to trust the process. They said, “What’s the process?” I said, “Let me get back to you.”
If fear of sales was an Olympic sport, I’d win gold—until I learned to listen!
Why did the prospect cross the road? To get away from a pushy salesperson.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
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