5 ways – How to Convince Customers without Trying Too Hard:
Don’t know how to try less and sell more? Read this 👇🏽
Most people misunderstand convincing and sales
It’s the end of the month.
You need one more deal before the end of the day to meet your target.
You meet an extremely interested customer the meeting goes well, and at the end, he says
Everything looks great! Give me some time to ask my business partner?
How will you respond?
What is the best response that will get him to say yes?
What response can you give that will persuade him to say yes and close the deal before the end of the day?
In short, what’s the best way to convince this customer?
More importantly what’s the best way to convince any customer to buy from you?
That’s exactly what we will uncover in this article.
There are 5 very important things you need to understand before learning how to convince customers
1. Know who NOT to convince
Every top salesperson is aware of two things:
- Who is their target audience &
- Who is not their target audience.
This saves a lot of time and effort.
This ensures you sell your product or services only to those people who need them.
Ultimately, you will be able to sell more only when you filter out the irrelevant leads and focus only on relevant ones.
2. Understand that YOU need to convince NOW!
As a salesperson, it is your job to convince the customer.
If it would be easy, anybody in the company would do it.
However, you are hired specifically to understand customer problems, answer their doubts and convince them to buy the product.
So you need to stop hiding behind the product is not good enough or the customer needs time or they don’t have enough budget.
You have a job only because the prospect has those objections.
3. Know that the prospect wants to be convinced
There is a reason why the prospect is talking to you.
And here’s a hint – It’s not just for the small talk.
They want to buy but they have doubts and questions.
And they’re looking for answers. From you!
They want to be sure that they’re making the right choice and helping them become sure is your job.
They are talking to you to be convinced.
You just have to understand that and take the opportunity without any excuses.
4. Customers’ doubts, questions, objections, and worries are opportunities to convince
If the prospect has objections or worries don’t get defensive.
Instead, look at these as opportunities to highlight the benefits of your product in terms that they will understand.
In fact, TeleCRM actively coaxes the doubts and worries of prospects before talking about our product and features.
Because the simple rule in sales is
If we are not talking about their problems they are not listening
Me: So Ayush, I see that you're looking for a CRM solution but before we get into the features can you tell me what are the problems that you were trying to address using a CRM? Ayush: we are currently using Excel and it's a mess, we have no idea who has been contacted, who, who has not been contacted, who is working on which one who's not working on. We have tried using CRM software is in the past but nothing really worked because they are so complicated. Me: I see, anything else? Ayush: there are other things but these are the biggest problems right now. Me: I see here are 3 things that TeleCRM will do to streamline your workflow on day one itself. Plus I can assure you that even an eighth tail telecaller, will be able to use it smoothly without any problems and without much training
The thing is once the customer expresses his doubts and concerns we know exactly what will convince him and how.
5. Convincing is not the same as forcing or begging people to buy
Never statements like “Buy it now or you are making a big mistake”.
This might work and you might get a few customers, but if you do it this way they won’t feel like winners. You will never be their go-to person, they will hate you, you will never get repeat orders from them, and as a result and you will lose out on a lot of money in customer lifetime value.
Instead, you want to close them once and then come back and pay you repetitively and refer customers.
So instead of creating artificial scarcity with fake statements, just focus on solving their problems.
This is the easiest way to convince them because they see that you care whereas most people don’t.
Now that we have covered what convincing is not let’s look at how to convince your prospects easily.
Or – what if you can guide them and let the customers convince themselves?
5 ways to convince customers to buy without trying too hard
1. Summarise their requirements
Whenever you have an initial call with the prospect where you are gathering his requirements, make a note of each requirement in detail.
At the end of the call, summarize each requirement along with details.
You should sound confident about meeting each of these requirements.
This will give your customer the confidence that you have heard them and understand their issues and that you are capable of solving those issues.
2. Understand what they want and show them how buying your product or service aligns with what they already desperately want to do.
Here’s how we do it at TeleCRM
Me: Why do you wanna use TeleCRM? What is the one thing that you want to improve in your team's work? Prospect: I want to track and improve their performance.
Then we’ll demo the whole product from the point of view of how it helps in tracking and improving sales team performance
Pro tip: How to use this technique even better and increase revenues.
Also read: How to Handle Customer Queries Like A Pro
If you are framing your product as a solution to the prospect’s problems then you can use two other tools to increase your revenue from the same customer.
Once the prospect is fully confident that you have hard their problems and that you are completely capable of solving those problems, they start to trust you…
You have done all the hard work up until this point… And now you can offer to solve even more problems for them.
- By offering an upgraded version of your product (upsell).
- Or a complimentary product that goes well with the current product (Cross-sell).
One important caveat while using upsell and cross-sells is to ensure that you are fully confident about the prospect’s decision to buy the original product.
Because if they still have doubts, then any attempt to upsell will create even more doubts and chase them away.
Me: So Ayush, based on our discussion so far and the demo are you confident that TeleCRM will help you track and improve your team's performance. Ayush: Yes I am fairly confident but I want to give it a try first to see it in action and be completely sure. Me: Absolutely! Also, now that you have something to manage and improve your teams performance are there other issues that you want to address? Especially in areas of lead generation and engagement?
Notice how I’m not absolutely certain if there is a chance for a cross-sell, but I am simply giving him the chance to talk about additional problems which will then create opportunities for the cross-sell.
3. Understand and make them aware of the problem. Show them that they have a problem that’s standing between them and their desired goals…
Most of the time people are not even aware that they have a problem.
It is our job as salespeople to find the problem and show them how our product/service can solve those problems.
For example, prospects come to us asking for a specific feature
We then have to ask the right questions to understand what they really want to achieve and the root problem that they are trying to address.
And then show how our product addresses the root problem, rather than just offering the feature.
Prospect: We want the call recording feature! Me: Are you unhappy with your employee's performance? Prospect: Yes! Me: Here are the different features that we have that can help you monitor and improve employee performance.
This establishes your credibility not just as a salesperson but as a consultant who is capable of understanding and then solving their big, hairy problems!
4. Dive deeper, understand and tackle the emotion that the problem is causing for the prospect.
Me: So I see that you are unhappy with your team's performance. Is it just for a few people or is this a universal problem? And how does it make you feel?
Understanding the emotions of the customer is very important.
If you understand how a particular problem makes the customer feel, you can show them an ideal future where they have solved that problem with your product and as a result, they feel much better.
Once you have them believe that they can actually achieve that feeling by buying your product or service, making the actual sale is super easy.
All advertising and marketing harness this emotional shift…
And there is no reason why you can’t do that in sales.
5. Instead of actively selling them against their objections, ask the right questions and get them to sell themselves
Ask and understand their problem, then ask.
in an ideal world what would this situation look like?
Let them tell you, not just what is the solution they are looking for but ultimately what is the situation that they are looking to create by solving the problem.
This gives you a clear idea of exactly what they want.
Instead of telling them what they should want, or what’s good for them. A style of selling that they will naturally resist.
Then you just have to show them how you and your product can help them create that situation.
Bonus 6. Don’t just tell them everything your product or service does. Tailor your pitch precisely according to what they want
Your prospect doesn’t care about your product or its features he only cares about his problem and how he can solve it.
So your job is not to showcase the features of your products but the solution to his problems.
Plus if you’re talking exclusively about their problems then they have a very good reason to pay attention.
Ganesh: we want to implement a solution for a client and we are looking for the WhatsApp feature! Me: OK Ganesh, sure! Can you tell me how does the client's team currently work and what are the key problems that they are facing right now?
Notice how instead of getting into our WhatsApp features, I decided to steer the conversation towards their workflow.
Because once I have a clear idea of their workflow and problems then I know exactly what aspects of our WhatsApp feature I need to highlight to showcase that we can actually solve those problems.
As we have seen in this article, you can learn all the tricks, tactics, and shortcuts and still fall short of your targets!
But sometimes the answer is not to try so hard, instead, It’s much easier to be aware of the situation, and use the prospect’s mindset to make selling easy for you.
Now, the answer to the opening question. Don’t create fake urgency by saying something like
Can you please get back to me by end of the day because we have a deal that expires today.
Yes as a salesperson it’s your job to convince. But you don’t have to do all the hard work.
With the right approach, you get the customer and his ideas do the selling while you just guide him along.
Here are 2 things you can do to close the customer before the end of the day.
1. Ask “Sure! But can you tell me what are the doubts your business partner is likely to have?”. Answer those doubts and questions and then ask him “Based on those answers, do you think you can get a yes from him?”.
2. If he still has doubts, ask “Are you confident enough to seal the deal at the current price with a token amount, because this price is only for [September]?”