How To Deal With Skeptical ProspectsPosted by: Damon Webster | Posted on: October 23, 2020
In your business, have you ever had to deal with a skeptical prospect? If you're been in business, even for a short period of time, you've surely come across this common problem. Even though you may have the best product or service to solve your potential customer's problem, the customer is still on the fence and extremely skeptical of whether they should buy from you or not. This can seriously negatively impact your leads and sales, so its something you need to learn how to deal with. We will now look at three ways that you can deal with these kinds of prospects so that you flip the switch and turn them into paying customers.
Change The Script
One of the questions that a skeptical prospect may ask is, "Why should I do business with you?"
Then, they expect you to try to win them over by going into the details of your products, services and company that would persuade them to buy. However, instead of doing what is expected and trying to convince them, you should change the script and simply ask,"I don't know, why should you? Maybe you shouldn't" and then give them space to respond. This is completely unexpected since they would expect you to actually try to convince them. This response would shock your skeptical prospect since it is the opposite of what they are expecting. Then, they would likely give you reasons why your products or services would fill their needs which would lead to you closing the sale.
Share Stories & Examples Of Past Customers
Next, another common thing that a skeptical prospect would say is, "I don't know if your product/service will work for me." In a case like this, a great solution would be to share an example of another customer or multiple customers that are similar to your skeptical prospect where your product/service worked extremely well for them. You can use as many stories and analogiesto help put your prospect's concerns to rest.
Insist The Prospect Does Their Own Research
Lastly, the final bonus tip if your prospect is still unsure and says that they still need to think about it and do their research is to agree and insist that they actually do their own research. As a matter of fact, it is a great idea to say that you're not going to let them purchase or join at that very moment so that they can do sufficient research.
Of course, once this is agreed upon, make sure to reach back out to the prospect or schedule a call at a later date to continue. This, just like the first tip, completely surprises your skeptical prospects since they are not expecting this type of behavior from any seller. They expect that you try your best to get the sale and convince them to buy asap. By actually leaning out and questioning your prospect and insisting they do their own research, this changes the entire situation around. You will soon find yourself getting calls and messages from these same skeptical prospects that are ready to buy and get started.
you apply these three tips to your skeptical prospects, it will definitely help you to close more sales, increase your conversion rate and increase the return on your ad spend. This will allow you to get more customers for any type of business that you run.
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