If you’re struggling to close sales despite offering value-packed discovery calls or strategy sessions, you might be making a crucial mistake. Here’s why you should close the sale first and educate your prospects later.
The Mistake: Overwhelming Your Prospect:
Many salespeople, including myself in the past, believe that impressing the prospect with a wealth of information during a discovery call will lead to a sale. However, this approach often backfires. When you overwhelm your prospect with too much information, they may feel:
- Overwhelmed: “This is too much work; I’m not ready for this.”
- Satisfied with Free Advice: “Thank you for the information; I’ll try it on my own.”
A confused or overwhelmed prospect is unlikely to commit, resulting in lost sales.
The Solution: Close First, Educate Later:
Instead of trying to impress your prospects with all your knowledge during the initial call, focus on closing the sale. Here’s how:
- Identify Pain Points: Understand their challenges and emphasize the urgency of solving them. Remember, no pain, no sale.
- Establish Expectations: Discuss how you’ll work together, the terms of engagement, and the financial commitment required.
- Limit Education: Keep the conversation focused on their needs and how your services can address them. Save the in-depth education for after they’ve committed financially.
The Benefits of Closing First:
By closing the sale first, you:
- Secure Commitment: Once they’ve made a financial commitment, they’re more invested in the process.
- Build Trust: They’ll see you as a trusted advisor who can help them long-term, not just someone offering free advice.
- Increase Conversion Rates: You’ll convert more prospects into paying clients, boosting your sales and revenue.
Practical Tips for Successful Closing Calls
- Set Clear Goals: Define what you want to achieve during the call—closing the sale.
- Ask the Right Questions: Focus on their pain points and needs rather than showcasing your expertise.
- Be Direct: Let them know that you can’t solve all their problems in one hour and that a long-term commitment is necessary.
Conclusion:
Stop overwhelming your prospects with too much information during discovery calls. Focus on closing the sale first and educating them later. This approach will help you secure more clients and grow your business effectively.
FAQs
Q1: Why shouldn’t I educate my prospects during the initial call?
A1: Educating too much during the initial call can overwhelm them and make them feel satisfied with free advice, leading to lost sales.
Q2: What should I focus on during a discovery call?
A2: Focus on identifying their pain points, establishing expectations, and securing a financial commitment.
Q3: How can I increase my conversion rates?
A3: Close the sale first by emphasizing their pain points and the urgency of solving them. Limit education to after they’ve committed financially.
Q4: Why is it important to secure a financial commitment first?
A4: A financial commitment makes them more invested in the process and positions you as a trusted advisor.
