Note: This is Part 3 of my 4-step Sell Without Selling System and to get the results you desire, you’ll want to follow the steps in sequence so be sure to read Steps 1 and Step 2 before proceeding. Yes, you can kick the “icky sales call” to the curb and start feeling good about getting more yes’s easier and faster. You can do this!

You’ve no doubt concluded that the secret to the success of this system is asking the right questions at the right time. In this segment, as in the previous, I’m including examples of questions you can start using today. Questions like: “Why is (fill in the blank – fitb) important to you?” or “How is (fitb) impacting you or your family, business, life?” You are discovering their true needs, pains, wants and/or struggles.

You’re not telling or selling or convincing.
You ask questions and listen.
Your prospect, not you, is talking 80% of time.

Using this system with your prospective clients helps them make a decision they want to make. Your questions in Steps 1 and 2 invite them to realize and articulate their decision. The better the questions, the more valuable the answers. This will assist you in making your presentation which is Step 3.

Step 3: Presenting
In this step, you’ll be referring to the notes you’ve taken during the previous two steps. You know what they are seeking and the challenges they are experiencing. You’ve noted the words and phrases they’re using so when you present your solution, you’ll be using their words.

This is achieved by using two transition questions.

Scenario 1: You’re a business coach. Your prospect has shared with you that they are in the early stages of business growth and have no time for family, friends or fun. They’re on the verge of giving up on their dream of a lucrative business that gives them ample free time and independence.

Your transition question 1: “You’ve shared with me that you want to continue to grow your business and to have more family time; that you’re considering giving up on your dream. What if you could do both? Would that be of interest to you?”

Scenario 2: You’re an energy worker or healer. Your prospect has shared about years of struggle and pain, anguish of not having the (time, focus, ability, fitb) to do what they dream of doing.

Your transition question 1: “You’ve shared with me that you have struggled with this for years and nothing you’ve tried has given you relief. You’re discouraged and weary of the constant energy drain. What if you could find a solution that would relieve your pain and get you back on track to a more active, healthy life and lifestyle. Would that be of interest to you?”

This transition question is building the bridge between what they’re seeking and your offer. They can’t say no because this is exactly what they’ve told you they want!

Obviously, the solution you’re offering must meet their need. If not, then you would want to 1) appreciate their situation and tell them that your program or service may not be the right solution for them. 2) if you can, make recommendations for other providers. 3) ask if they’d like to keep in touch.

The first transition question opens the door to your presentation and does so in this sequence:

• • Reframing what they just told you their need is:
  • Reiterating their ideal solution
  • Requesting their permission to share your solution.

Presenting your solution starts with establishing why you’re the expert, your credibility and authority. This is the only segment in the entire system where you do most of the talking and includes:

• • similarities between their situation and yours – how you used to be exactly where they are;
  • why you’re so passionate about your work;
  • examples of other clients you’ve worked with;
  • outcomes your clients have enjoyed.

Now you’re ready for transition question 2: “Would you like to hear more about how my system/solution, product or service will help you get/achieve (fitb)?” or “Does that sound like what you’re looking for?”

And that brings us to the Step 4: Closing which will be covered in the final segment in this series. By following this 4-step system, you’re going to dramatically increase your conversion rate.

Would love to hear your take-aways from this – what works for you, what doesn’t or what you want more of!

One more thing…. do you want more clients? Here’s the link to download the latest version of my Attract More Clients Now! Checklist.