"Meetings, meetings everywhere but no new clients!"

Question from a subscriber: “I keep having prospect meetings, but nobody ever wants to become a client. What am I doing wrong?”

Well if anyone needs sales training on countering objections I'd simply invite you to my house at bedtime. See I have four children under 10 years old and every night is the equivalent of a free Dan Sullivan training course.

LoL

But seriously. If you are getting repeatedly rejected in meetings, it is likely a signal that there is an informational misalignment.

What you need to do is open the dialogue more so you have vision into the true alignment or lack thereof.

Take these actions TODAY

#1

Before the meeting, ask better questions to get a sense of if this is actually a legit prospect.

Alot of you get your time wasted by Do-It-Yourself people who are just there to get their questions answered and bolt.

Use this questionnaire.

#2

Try to close the business. Don't use high pressure sales tactics. But get some sense of where you stand.

Say this:

"So, what do you want to do? Do you want to talk again or do you see yourself going in another direction?" (use these words, this is a nice way to help them express a lack of interest)

Then smile and sit in silence until they respond. If you can't be quiet for 15 seconds, drink water and count to 15 while you are sipping.

#3

If they give you some wishy-washy response like, "I just want to think about it", you are probably going to lose the deal.

Say this:

"Do you suppose you would kindly be able to offer me a few words of feedback as to your experience so far? This is just for my own professional development."

Don't be a high pressure salesperson, just foster an open dialogue because at least you'll get a clear picture of where you are not in alignment, so you can do better next time.

The best way to open people up is through curiosity. Have a reflective tone and be sincerely interested in how they see things.

Yeah?

Yah.

BOOM - and there's today's marketing tip for 'ya!

-Sara G

P.S. Here are some blogs that can help.

How to get referrals

How to meet wealthy clients

Financial advisor sales mistakes

Got a marketing question that is stumping you? Send it to me and I'll respond in my Daily?

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