Don't Make The Objection For Your Prospect
Last year, a client paid us $15K to help them re-craft their sales process.
You don't have to pay me that. 😄
Instead, I’ll share what I discovered that was hurting their business for free!
It was their assumptions.
Let me explain what I mean...
They work with churches (amazing mission), and I got to watch recordings of their sales calls. Everything was going great until the end.
They'd present their offer, share the investment, and then say:
"I'm sure you need to talk with other people and take some time to think about this, so I'll just send you an email..."
They were assuming the objection before anyone said it.
I used to do this exact same thing:
I'd assume people couldn't afford it.
I'd assume they needed to "think about it."
I'd assume they'd say no.
So I'd make it easy for them to say no - before they even had a chance to say yes.
And maybe you’re doing the same and not realizing it.
These assumptions are killing your business.
Some of these assumptions might be based on partial truths. But they're creating an overarching belief that's absolutely untrue.
I want you to get really aware of your assumptions this week.
Ask yourself:
- What am I assuming before I even get on a sales call?
- What am I assuming when someone says "I need to think about it"?
- What stories am I telling myself about my prospects?
Then categorize them: Is this assumption helpful or unhelpful?
If it's unhelpful, let it go. Right now. You don't have to believe what you've always believed.
And if you want help with this…
I dive deep into presuppositions and sales mindset in my $7 Business Design Challenge. It's my gift to you - grab it here
If you're ready to build your entire coaching business with the right foundations (including healthy sales assumptions)
I believe in what you're doing. I believe in the people you're called to serve.
Don't let false assumptions keep you from helping them.