Now that we’re through “Trust” and “Need,” it is time to talk about creating “Help.” Right now we are at the lowest sale resistance that we can possibly be at. At this point, you can begin directly addressing your potential clients’ wants, needs, and desires with the level of trust you have built.
You should now be viewed as a counselor, consultant or trusted advisor. We have answered all their questions; we have sat with them and built rapport. You have achieved the goal of being liked and trusted, plus your client has publicly admitted that they have a specific need. All have agreed on the need and they are ready to listen. This is the exact point where your client is willing to listen to your presentation with curiosity and respect for what you have to say. Now it is time to create the urgency of “Help.”
There are basically five steps of “Help.”
1. Product identification – Making sure we have the right product.
2. Company expertise – What is the company expertise in the area? Why are you recommending it?
3. Salesperson expertise.
4. Third-party endorsements.
5. Product features.
Once we get through these, we will turn up the heat on “Buyer Acceptance.”