What do you do when you have so much you can do to help people, but they just aren’t buying?
Right?
We’ve all heard (or even said), “you just can’t win with some people” and believed it.
But did that morsel of information ever resolve a single “impossible” sale?
Not even close. It’s more of an explanation than a solution. So, what is it worth to even expend the energy to utter the words?
Listen to the audio version of this article here:
We don’t want an explanation. We need a solution! But how can you possibly make the impossible sale when it seems so true that you just can’t win with someone?
There is a good reason this happens and, as with anything, understanding the true cause can open the door to changing the situation. And, factually, the self-proclaimed “helpless” can be helped if you understand just a couple of basics about it.
There are ways to turn this situation around if you spot for yourself this one thing I’ve observed in over 50K people I’ve interacted with and observed. I’ve overcome it and so can you for learning the following…
This is an age-old problem, not germane or exclusive to sales…
People have been seeking a solution to this for ages, longer than product sales have existed. Or, shall we say, ever since anyone had to convince or persuade anyone else to do anything, believe in something or subscribe to some point of view other than their current own.
Many theories, philosophies and so-called “methods” have been forwarded, suggested, tried and even enforced over the last hundreds, even thousands of years.
Whether it was some prophet asking people to understand a new way of living or being (or ordering it by decree), a leader trying to get the support of his followers or expand his membership, an influencer seeking subscriptions to some philosophical view or to incite action, there have been these methods of persuasion.
Such methods have ranged from “persuasive speaking” to positive suggestion, from subliminal messaging to outright hypnosis. And from “power sales talk” to idle small talk designed to create rapport with and “positive influence” over a prospect. Even bald-faced lies, propaganda and trickery. All to varying result, but none sweepingly successful by a long shot.
Yet, All have led to at least SOME success.
But no one ever seems to expect to have to “sell” someone on helping them, and when someone doesn’t want help, thinks help isn’t in the cards or deems you a swindle or cheat for offering it, something is up for sure, whether you see it or not.
There is something there to be understood and it’s quite simple actually.
Let me explain…
How does pitching or offering help to a prospect make you seem like a crook, a liar or just plain crazy?
Easy.
It’s so simple, you not only missed it, but you may feel a little foolish not having thought of it. I know I felt that way when I realized it.
It has to do with something I call “optimum condition” and people’s varying views of what that means.
And by “varying” I mean from person to person but, mostly the difference of definition between your prospect to you.
When a Chiropractor, for instance, is dealing with a patient to whom he is about to recommend treatment, the patient having a skewed view of what “optimum” means (i.e. a view different than the doctor’s) a roadblock to the sale is imposed.
That’s kind of obvious but, why?
Well, think about it. If the patient thinks “optimum” to be the state his health is in now, what does that make your offer of help?
Outside of wellness or healthcare, what about something more everyday in nature? What of a car, a computer or even a state of mind? How about a machine, an appliance or a mechanical device?
Logically, if you don’t know how something should operate in its optimum, if you don’t know its true purpose and what it’s fully supposed to do, you not only won’t know how to fix it, you likely won’t know there is anything wrong with it in the first place.
And, if there is “nothing wrong” with it, whatever it is, what does that make any offer of help to make it better?
Viewing it this way, we can most certainly see how our best, most genuine offers of help, profitable to us or not, can be perceived as a scam.
Do you see it now?
If your body, in your perception or from your level of understanding, is “already at its optimum (the best it can get), what would you think of anyone offering to help you with it.? You would not only reject help outright, you would think the “offerer” of help a thief, a liar, or, at the very least, completely bananas!
Wouldn’t you?
Haven’t you?
Can you recall a time you were on the receiving end of this and concluded it yourself?
Doesn’t it make you wonder whether the person was that bonkers after all?
It’s mindboggling to think about but, I think you will find it checks out.
Help doesn’t mean the same thing in every context and thinking so blocks sales…
“Help” turns out to be in the eyes of the beholder, and is also a situational proposition.
This is the most fundamental part of it that, actually, when you understand it thoroughly, opens the door to someone developing interest in it where they may have had little or none before.
NOW, we’re talking sales advice here!
It’s so fundamental and basic because of the fact that there is no blanket, across-the-board view of it. It’s simply situational in nature.
And it has anatomy…
While I won’t get into detail, and whereas I break it down into very useful components in my forthcoming audio training hour on the subject, just understanding the general nature of it here can markedly increase your sales by sharpening your powers of observation of where someone is at on the subject on which you’re trying to influence them. And this little “help” conundrum is just the key to figuring that out.
People find help valuable, needed, and desired in some situations while it’s unnecessary, unwanted or even absurd in others. One may accept or desire help with a flat tire or a marital situation but not help with a health problem, mental anguish or even a financial one.
Let’s take things from your prospect’s perspective.
Not understanding the subject surrounding your problems can lead you to believe there is no way out and this is what we face when we are confronted with someone who doubts our offers of help and why sometimes it is accepted. I cover this in my prospecting training, where I reefer to it, “how to crawl inside the head” of your prospect.
What do you do when someone refuses your help?
The best rule of thumb?
Stop pitching or selling immediately. It’ll go nowhere at best and fast.
And you’d be lucky if it just went nowhere, for there is much lower to go than a mere refusal of your help.
There’s a spiral of decline that travels beyond impossibility, through no longer trusting you, all the way down to thinking you a criminal for even suggesting otherwise than “living with it” or “finding some way to deal with it” in your recommendations.
Here is the importance of systematic prospecting.
Getting a hold of my hour-long, audio training and transcript “Stop Pitching and Make Way More Sales” from the bookstore, you can start to plumb the depths of what it takes to get a prospect in the right state of mind.
This is the importance of what I call the “Screening Process” and how it’s the long, more effective road (not a shortcut) you MUST travel if you want hope of making the sale during your eventual pitch, with the prospect in full agreement with your recommendations and desiring to move forward.
What accomplishes it is what I cover in the training about “getting the person to think like you” before you ever bring up the product, and I very concisely tell you how in that brief training.
It is this that creates people who live better, improve, maintain and prevent, ending up living a wellness lifestyle and wanting to help others do the same. These are the people that work with you to help everyone they know and do it willingly and on their own origination.
Anything less is just that: LESS!
And, this applies to any industry, product, service or ideal someone holds true, right or wrong it may be. Whatever it is you sell, if you can grasp this concept of a person’s view of help and use it to gauge where they are on the subject in general, you will know how far you need to go and how hard you have to work to get them on the same page.
That’s the only time selling works.
If people were to think like you do on the subject, how difficult do you think the sale would be?
The good news is it works EASILY. VERY easily!
So easy, when done right, you don’t have to “sell” or pitch at all.
And, as for the close? Even someone who didn’t think anyone could help them will ask YOU for your help.
All you have to do is sit back and let them.
That’s what a REAL, true, bona fide close is made of. And, it never consisted of anything else.
In lieu of my full-length work on the subject in an upcoming training on overcoming this impossibility people feel about your ability to help them, this short dissertation can actually give you a turnaround of how you work toward your closes, how you qualify people and how far you actually are from the close.
So can my hour-long audio training and transcript, “Stop Pitching and Make Way More Sales”.
But, meanwhile, what can people’s lack of hope give you, best of all?
Ironically, HOPE.
There is hope for the hopeless and knowing you can change it is a most hopeful prospect for you, helping more people, especially these ones who previously didn’t believe and whom you didn’t believe it was possible to convince.
So, go on. Help yourself to what I’ve given you here. I hope it’s helped you.
I have hope it has!
For more information, visit the book store for more training materials on the subject.
