Whether you are just starting out in your online business, or you’ve been serving your clients and customers for years, actually selling your products well can be a real challenge. We’re in week 3 of a 4 part series and we’re taking a look at what other businesses have done well – like fast food restaurants – and applying those strategies to ours. This week, on our women in business podcast, we’re tackling how to help your customer say no. Yes, you read that right – sometimes you actually want them to say no!
As the business owner, you are in the driver’s seat, guiding the sales conversation. At the same time, you want your client or customer to feel like they have a voice and can help steer the ship, too. The conversation should really lead to an invitation, allowing the customer to say yes – and sometimes even, no.
Decide in Advance
Decide in advance what kind of sales person you are going to be. If you know you want to drive a hard bargain, then decide in advance. If you are going to push back against their objections or simply present the offer, that’s OK, too. Just know in advance and then practice, practice, practice, so your sales pitch comes naturally.
Present the Invitation Well – How to Help Your Customer Say No
When you present the invitation well – as an open door, with lots of value, then they have the opportunity to opt in or opt out. Either way, you want to make sure that this is the right decision for them. Having the wrong client with the wrong product can spell long-term disaster for both you and the client. No client is often better than the wrong one.
Offer a Downsell
If a client or customer truly isn’t interested or the right fit for your higher-ticket offer, have another offer available. Keep them interested, and show the value that you offer, so that in the future they may purchase.
In the end, offering a solid invitation to your product or service will invite the client or customer to purchase. Know when it is the right time to say no yourself, and also allow them the opportunity for your customer to say no gracefully, all in hopes they may purchase in the future.
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