How do you make someone believe you know what you are talking about?

**bahohner** · 08-07-2009 02:18 AM

I believe this is my biggest issue. It's not that I don't know what I'm talking about, I just have a hard time "closing the deal" with people. Mostly they say something to the affect "I just don't think I need your service right now" or something. I believe I'm not conveying it well enough to make them understand how much they do need it. What are some tips I could use to help close the deal and actually do some business?

**Gaulkin** · 08-07-2009 06:33 AM

If your getting that response more then often its probably because you don't offer any value to your customers.

**inle** · 08-07-2009 08:46 AM

What are you selling & how many you spoke to so far?

**myfayt** · 08-07-2009 09:08 AM

You should ask yourself questions a customer might ask you, try to think of all the questions that you cannot answer and work on finding an answer to them. You don't want to lie to them, once you mess up and they know you lied, it's over.

**bahohner** · 08-07-2009 10:48 AM

Originally Posted by inle

What are you selling & how many you spoke to so far?

Right now I'm only speaking to people I know and people my friends and family know. I'd say its probably been about 7-8 people I've talked to at some length about this.

**bahohner** · 08-07-2009 10:54 AM

Originally Posted by Gaulkin

If your getting that response more then often its probably because you don't offer any value to your customers.

Fair enough. What I am trying to do is valuable, its just that they aren't perceiving it that way. Sometimes I think I couldn't sell a tank of oxygen to a drowning scuba diver. But I talk to other people who could sell a used pencil to someone who only uses ink pens. So how do I create that perceived value?

**rpermana** · 08-07-2009 11:21 AM

give them something promising.

FOr example, if you invest $1000 to me now, i'll give you guarantee minimum $50 / month in return....

or maybe: 30 days money back guarantee... if you don't like it or you change your mind, i will refund 100%. Nothing to lose!

**bahohner** · 08-07-2009 11:45 AM

Originally Posted by rpermana

give them something promising.

FOr example, if you invest $1000 to me now, i'll give you guarantee minimum $50 / month in return....

or maybe: 30 days money back guarantee... if you don't like it or you change your mind, i will refund 100%. Nothing to lose!

I see. Actually that "guarantee" is illegal but I see your point. I actually represent people in finding new Financial Advisors. If someone doesn't have the time to find a new FA, or simply doesn't want to take the time to find someone new, they can hire me to represent them. I interview several different advisors to make sure they know what they are talking about and continue to represent the client after they have become a client of the FA. Think of it as being a consumer advocate for clients.

**DerekS** · 08-07-2009 03:58 PM

Originally Posted by bahohner

Sometimes I think I couldn't sell a tank of oxygen to a drowning scuba diver.

Therein lies your problem. Even if you believe in yourself 99% of the way, a sharp lead can sniff out that slightest bit of under confidence. Like a shark smelling blood in the water from a mile away.

You have to 100% convince yourself that you know what is best for the client. Be passionate about it. Think of every angle, every response. It is impossible to learn these skills without practice. You need to talk to as many people as you can, even if you know they're wood. The harder they are on you, the better you become at closing.

Experience is the key to building the confidence you need to lock it down.

**bahohner** · 08-07-2009 04:53 PM

Originally Posted by DerekS

Therein lies your problem. Even if you believe in yourself 99% of the way, a sharp lead can sniff out that slightest bit of under confidence. Like a shark smelling blood in the water from a mile away.

You have to 100% convince yourself that you know what is best for the client. Be passionate about it. Think of every angle, every response. It is impossible to learn these skills without practice. You need to talk to as many people as you can, even if you know they're wood. The harder they are on you, the better you become at closing.

Experience is the key to building the confidence you need to lock it down.

I see what you are saying. Thank you very much for your advice. Man this site has been fantastic. Thanks everyone for the advice.

**Gaulkin** · 08-07-2009 08:19 PM

Originally Posted by bahohner

I see what you are saying. Thank you very much for your advice. Man this site has been fantastic. Thanks everyone for the advice.

Your very welcome, now what is your address so my secretary can bill you for this?

**inle** · 08-08-2009 02:29 AM

I wonder if you got a sales script(or working on one) or if you had spoken to enough people(the numbers game) or if you know how to add value through your products(in your prospects' point of view, not yours.. Even if you think your offerings is valuable, the others might think otherwise)..

**shariROCKS** · 08-08-2009 09:35 AM

The comments that you have been getting are right on track. Are you creating VALUE for your prospect? Do you give them the "WIIFM" (what's in it for me) statements? It sounds as if you are providing them a service that would ultimately save them time-and time is money! I would suggest you take the time to lay out for yourself that WIIFM statements so that when you are speaking to a prospect you can sell them on U. Sales is relationship building and trust. I would also ask you this question, "Are U targeting (speaking to) the right prospect?" The family/friends that you are pitching too, do they have a need either today or in the future for your services.
And when all else fails, they are friends/family ask them why they aren't biting? I love the question "If cost was not a question, what is holding you back from making a decision to work with me today?" You may uncover from them some 'objections' U can use down the road. AND ASK THEM IF NOT THEM-GIVE ME A REFERRAL that I CAN USE YOUR NAME WITH!

DON'T GIVE UP! Find your niche-targeted-audience to pitch and PITCH them. It will come!!!