Selling Your Services - How Ready Are You For the Questions You Don"t Want to Hear?
There are certain questions you just don't want to hear.
You especially don't like hearing questions that challenge your concept.
What if you could handle these questions like a hot knife cutting butter? Everyone can answer the softball questions.
Nearly everyone can answer the technical questions that delve into the details of how the relationship will work.
The game changers, the people who can sell their services like no other can take on the most difficult cut to the chase questions without breaking a sweat.
These are the questions the smartest most desirable clients tend to ask.
These are the questions that, once you know how to answer them well do more for your ability to get and retain clients than all other questions combined.
Here's why.
These tough questions are the ones that force you to hone your marketing message like a chef's knife.
These questions are the ones that help you pinpoint what's special about you, what you do, and how you do it.
These questions help you communicate what's so valuable about what you do to the specific people you most want to work with.
These are the questions that challenge your assumptions and force you to identify your opportunities to improve.
Rather than cringing when you hear these questions you should grab a pencil and jot them down.
The reason you do this is simple.
You need to thoroughly prepare so the next time you get this question, and you will, you will have a cutting edge crystal clear response that increases the level of respect the other party has for you.
It takes more than mere thought though.
You literally need to think through the best response and then practice saying it.
Yes, practice saying it until it sounds natural, confident, and believable.
As you think about an answer like that you probably realize something very important.
First, your response must be short and powerful.
Second, you can't afford to misunderstand and thereby incorrectly respond to the question.
You see the biggest mistake most people make when responding to hard questions is they presume they fully understand the question.
Because of this assumption they give what they perceive as the best answer.
And worst of all you often come off sounding either unsure or defensive.
Yet, there is an incredibly simple way to avoid all that.
Respond to the hard question with a question.
Your question should require clarification of the question asked so you can correctly respond and respond only to what your potential client needs to hear.
You especially don't like hearing questions that challenge your concept.
What if you could handle these questions like a hot knife cutting butter? Everyone can answer the softball questions.
Nearly everyone can answer the technical questions that delve into the details of how the relationship will work.
The game changers, the people who can sell their services like no other can take on the most difficult cut to the chase questions without breaking a sweat.
These are the questions the smartest most desirable clients tend to ask.
These are the questions that, once you know how to answer them well do more for your ability to get and retain clients than all other questions combined.
Here's why.
These tough questions are the ones that force you to hone your marketing message like a chef's knife.
These questions are the ones that help you pinpoint what's special about you, what you do, and how you do it.
These questions help you communicate what's so valuable about what you do to the specific people you most want to work with.
These are the questions that challenge your assumptions and force you to identify your opportunities to improve.
Rather than cringing when you hear these questions you should grab a pencil and jot them down.
The reason you do this is simple.
You need to thoroughly prepare so the next time you get this question, and you will, you will have a cutting edge crystal clear response that increases the level of respect the other party has for you.
It takes more than mere thought though.
You literally need to think through the best response and then practice saying it.
Yes, practice saying it until it sounds natural, confident, and believable.
As you think about an answer like that you probably realize something very important.
First, your response must be short and powerful.
Second, you can't afford to misunderstand and thereby incorrectly respond to the question.
You see the biggest mistake most people make when responding to hard questions is they presume they fully understand the question.
Because of this assumption they give what they perceive as the best answer.
And worst of all you often come off sounding either unsure or defensive.
Yet, there is an incredibly simple way to avoid all that.
Respond to the hard question with a question.
Your question should require clarification of the question asked so you can correctly respond and respond only to what your potential client needs to hear.