What's Wrong With Pushing Benefits, Benefits, Benefits

There is a law of energy that you need two poles, the positive and the negative, in order to generate power. Missing either one means you can't have movement or energy.  

There is a reason why "push" selling is so unpopular. People like to make up their own mind about things.  

Avoid "pushing" the benefits of your product or service, and instead start putting your attention on the client, and leading them toward that "yes" answer you want.  

In conversation with them, listen for these two things:  

(a) problems, symptoms or circumstances that mean they are a good match for your product or service (ways it will benefit them),  

and  

(b) consequences to their lives, health, family, career or happiness if they do not accept your proposal (what they will miss out on).  

You have to use the benefits AND fear of missing out, to gain their agreement without seeming pushy or salesy.  

Identify through your questions what the biggest roadblock is that holds your client back from where THEY want to be.  

STYLIST: Is your client getting the makeup or hair product that will cause a transformation in their appearance and confidence? If not, ask questions to discover how confident, attractive, professional, etc., your client WANTS to be, and match them to the perfect product to meet those needs.

BUSINESS CONSULTANT: Your client is concerned because their business isn't growing at a fast enough rate to meet their goals. What effect is this having on the client's state of mind? Find out, and you will then be able to show them in their own words, how that coaching program is the right option.  

DENTIST: Perhaps your patient is embarrassed about their yellow teeth. How is this affecting their relationships? Do they smile less - causing anxiety, stress and other health issues? Asking personal questions will help you isolate what the person might be missing out on in life, that a simple whitening treatment could solve.  

Handling Objections

The first thing to know about handling objections is that 80% of sales happen after the third attempt to close!  

So when you hear the first, "I just don't have the money..." or "Isn't there a different option?" the WRONG thing to do is to give up, or decide the person isn't ever going to agree with you.  

Like any other talent, sales presentation is a skill that must be learned and drilled to perfection. And the first error you can make is to not have multiple ways to ask for a decision.  

Stop and think about it. How many different ways can you ask a client to make the decision to act now?  

If you only have one set patter or way of asking for a final decision, you will not be able to deal with objections. 

Instead, you 'deal' with them by shutting down, getting nervous or embarrassed, stuttering, failing to meet the person's eyes, etc. These reactions can sometimes destroy the trust you worked so hard to build, resulting in a "no" that could have been a "yes".  

The next thing to know is that price is never the real problem. This objection simply means the client cannot recognize or perceive the value attached to the service. If they truly felt that the value you are offering was vastly important and superior to the cost, they would at least attempt to find the means to pay for it.  

Rather than being stopped dead in your tracks by a price objection, simply acknowledge it honestly, "Yes, I understand it seems expensive."  

And then go right back to demonstrating the value of it to that client. Remind them of their own desire for the benefits, and touch on further consequences or ways in which they will miss out on life if they do not solve this problem.  

By using their own words, and painting a picture with the client of what their lives could be like; what pain they could avoid or problem they could solve by saying yes, you can gain far more "yes" answers, and help a lot more people.

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