I’m known by many as the Queen of Sales Conversion, but sometimes, rather than sell, the best thing to do in a sales situation is to unsell.
The unsell changes the dynamic from your pursuing your prospective clients to allowing them to pursue you.
It comes in handy during those moments when your prospective clients start to resist and you suddenly find yourself pursuing them more than you had planned. You’re leaning forward in your chair, you may be a little aggressive, and you’re working harder on “selling them” than they are to enroll you to become their mentor or teacher.
When you find yourself in that aggressive pursuit energy during a one-on- one sales call, the thing to do is to energetically and physically lean back. Sit back in your chair, take a breath, and then start to agree with how the prospects are talking themselves out of transforming their life.
One of the ways I’ve handled this in the past is by saying something like, “You know what, maybe you’re right. Maybe this isn’t the right time for you. Maybe it’s best that you struggle with XYZ a little longer. A lot of growth can come from staying in the struggle.”
This usually wakes people up into realizing that they’re arguing against their own transformation, and, if they’re truly interested in your program, they’ll get back on track with enrolling themselves.
If you’d like to learn more of my tips and strategies, you can do that here.