One Big Reason Why Salespeople Fail to Get Meetings with Prospects

Here's the scenario. Bob is calling prospects to get a first meeting. He says, "Hi Prospect. This is Bob, and I would like to come meet with you to learn more about your company and see if our product is a good fit.”

What do you think of that message? Is it strong enough, powerful enough, compelling enough to get a meeting?

I say no. Prospects do not meet with salespeople to engage in vague discovery conversations. Prospects will meet you if they have a problem and they think you can solve it.

Think about what you are saying when you are prospecting, and ask three questions:

• Is your message specific?
• Does it clearly communicate the problem you can solve and the benefits to the prospect?
• Is your message compelling?

Clients will accept meetings from sales professionals when they understand how you can help and they know it is in their best interest to meet with you. If you want better results, it's worth spending 10 minutes to look at your message and find a way to improve it.

 

The FUD Approach

Fear. Uncertainty. Doubt. Believe it or not, this is what you want a buyer to feel, because if they feel these emotions after hearing your selling message, they are willing to meet with you.

Fear is a sense of impending and immediate danger. It is the strongest of the 3 emotions, and created when buyers recognize they are at risk. Buyers who feel fear are willing to change to eliminate danger.

Uncertainty is caused by worries about possible negative consequences in the future. When buyers feel uncertainty, they want to resolve it because no one likes to worry. Often, that prompts them to meet with the salesperson that offers a solution to eliminate concerns.

Like uncertainty, doubt is also created by worries about a negative future. Doubt is a nagging feeling that causes buyers to worry that a situation will turn out badly.

Fear. Uncertainty. Doubt. To eliminate these emotions, buyers make purchases. How can you strengthen your selling message—or create a completely new one using FUD?

Thought Transformation provides sales training courses in Atlanta and surrounding areas. Be sure to visit our website or call (770) 846-3510 to learn more about our sales training program.