- Hi, in this video, we're gonna cover a question
that we hear a lot.
How do I prospect without being pushy?
Hi, I'm Matt Elwell, of the Elite Closing Academy,
and in this video, we're gonna cover how to prospect
without being pushy.
So, many many people ask us all the time,
when they come up to the training center, "How do I prospect
"and not come across as being pushy?"
It is a great question, and I'll be honest.
It actually has a very very simple answer.
Selling is about asking questions,
not about telling.
To be a great prospector, the first thing
you've gotta have is a lot of clarity and certainty
around what it is that you actually do for people.
When you're in service,
when you're finding out what people need.
That's when you can ask away
with as much freedom as you want, really.
We want total freedom when we're selling.
You don't want to be in a box or cocooned,
or feeling like you got to be something you're not.
Great sales is about being yourself.
It's about asking amazing questions,
and deciding before making a written proposal,
whether or not you're a good match.
And that's really important.
So, the way you avoid being pushy,
is to have certainty around what you do.
That's the first thing.
So, that when you're asking, not telling,
when you're asking, which is how you sell, you're prepared
to go to places other sales people won't go.
Here's the reason why.
If you're a sales person that tells people and pushes them,
you're a little bit crass and hard selling.
You will mainly always have to use
as a teller, presumption and assumption.
Because you never, actually, find out.
You don't ask what they're thinking,
you presume to know or assume that you know
what's going on inside,
and that a dangerous place to be.
That's, actually, where rigor mortis lives.
If you presume and assume, you're dead.
You're dead in the water as a sales person.
So, that's when it becomes a problem.
Where people are assuming and presuming
and talking over you,
that's where you start to feel they're being pushy
and too persistent.
That's where you will push them away,
and you make excuses like, in general, "I'm interested,
"but not right now, I'll ring you back tonight."
or pop you out an email, "We'll speak about it next week."
Or something like that.
That's generally code for, "Back off, leave me alone.
"It's not for me."
Here's another one, "I'm busy" or "I'm not interested."
If you're hearing that?
Then you got to look at yourself.
How much telling were you doing,
and critically, how many times did you ask questions?
So, to be a great prospector,
you need six words in your life.
That's all you need.
And they're are called The 5 W's and an H.
What, when, how, who, which and where.
When you ask question's that start with those six words,
before a written proposal, when you're selling,
you will see an enormous difference in your results.
By gathering helpful information,
you and your team will be able to decide
when to stop selling, make a written proposal,
and then transition into closing the deal.
And prospecting is this side of the line,
selling, asking, understanding.
And those six words, what, when, how, who, which,
and where are the words that should begin each question
that you ask.
Here is the reason why.
There's three aspects to a human being's brain,
an ancient part of the brain, where, yes and no, lives.
When you ask a question that doesn't start
with one of those six,
you'll fire up an ancient part of the brain
that has, yes or no, in it,
and where, yes or no, lives.
The conversation ends very quickly.
Are you interested in having a look at what our products
and services could do for you?
"Mm yeah, but I'm busy."
"Pop it in an email."
If you're hearing that, you're asking bad questions,
and you need to ask one of those six.
They fire up logic and emotional aspects in the brain.
And allow the prospect to answer of their own accord
with information that's helpful for you both
to decide what should happen next or not at all.
Let me give you a couple of examples
of really powerful questions.
What have you seen in my product or service,
that when implemented into your business,
would accelerate a result or solve a problem?
That's how you sell.
That's how you sell, before a written proposal,
asking a powerful question like that.
And you will find, that with each one of those six words,
and you should get a pen and paper out, right now,
and say, how many times are we asking questions
where the prospect has to actually go, "Great question.
"Let me have a think about it."
How many times do you actually do that?
The best way to do it, is to rate yourself out of ten.
Ten being, every time you ask a question
in the sales process,
you are asking something that starts
with a 5 W or a H question.
One is, you're constantly asking leading questions,
that bring, no, into play.
Are you interested?
Would you like to see how this works?
If you're asking questions that bring, no, into play,
you're one out of ten.
So, where are you on the scale?
Anything lower that an eight,
I strongly advise that you write what, when, how,
who, which, and where.
Put it in front of your screen.
You'd be amazed at the power it has on results.
The impact it has on results.
And here's the reason why.
When your prospect is choosing, you're in control.
That's how you sell.
When you're asking powerful questions that they have
to think about and answer of their own accord.
That's when you're actually controlling the sale.
That's really really important.
So, just remember, if you want to make difference, today,
ask questions that start with 5 W's and an H,
what, when, how, who, which, and where.
Start speaking, listen to the answers,
and then you can decide from the information given,
whether or not you believe that your product or service,
whatever it is you sell,
would get them an even better result,
move them from A to B, solve a problem,
and that's when you can stop selling and start closing.
If you enjoyed that information
about asking powerful questions,
and not being to pushy when you're prospecting,
then make sure you subscribe to this channel
and ping the notification bell.
So, that you get all the free training,
and watch all of the other videos.