Prove to me that you can solve my problem and I’ll buy!

If what you’re proposing to the potential client doesn’t solve their problem, you’re going to hear something like this:
“Let me get back to you.” Or “I’m not interested at this time.” Or “It’s not in our budget.”

They close you on NOT buying from you instead of you closing them on buying from you.

Here is the hidden meaning behind popular objections, stalls, and RDRs.
See if you notice a theme:

“Let me get back to you” = “I’m not convinced you can solve my problem”
“I’m not interested at this time” = “I’m not convinced you can solve my problem”
“It’s not in our budget” = “I’m not convinced you can solve my problem”
“I have to run this by my spouse” = “I’m not convinced you can solve my problem”
“I can get it cheaper elsewhere” = “I’m not convinced you can solve my problem.”
“That seems high” = “I’m not convinced you can solve my problem”

Think of closing as convincing; selling as presenting.

This is precisely the reason selling and closing are 2 separate skill sets!

There’s only 2 reasons people buy. Most of the time it’s to solve a problem.

The other reason is that they fell in love with the product.

Stop buying their objections, complaints, stalls, blow-offs and RDRs and start closing deals with solutions to their problems.

So… for your next sales call, will you close the client on purchasing from you or will the client close you on NOT purchasing from you?

Either way, someone’s gettin’ closed!

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