How do you talk prospects into booking a meeting with you?
The problem is the world “into.”
Whenever prospects feel like they’re being talked into something, they want out.
That’s because prospects are in the Zone of Resistance (ZOR) when you reach out.
The ZOR is a reflex reaction to sales pressure.
It’s why you tell sales associates you’re “just looking” when they approach you in a department store.
You don’t want to feel pressured. It’s called self-preservation.
How do you lower the ZOR?
Detach from the outcome.
Be curious about how your prospect is currently getting the job done so you can determine IF your prospect has a problem, rather than assuming they have a problem.
Ironically when you detach from the outcome, you have more conversations because prospects don’t feel pressured.
Here’s what that might sound like on a cold call.
ASK FOR PERMISSION TO TALK
Salesperson: “Hi John, Lisa Smith. We’ve never spoken. And I know you weren’t expecting my call. Are you able to talk for a brief moment?”
MAKE SURE YOU’RE TALKING TO THE RIGHT PERSON
Salesperson: “Just to make sure I’m in the right place, are you responsible for paying the bills in the Braun household?”
Prospect: “I am.”
POKE THE BEAR
Salesperson: “If you don’t mind me asking, how are you keeping track of subscriptions? Are you checking statements, not really keeping track, or can you see a single list of what you’re paying for?”
Prospect: “I don’t pay attention to that. I’m sorry, why are you calling?”
HOW YOU MAKE PEOPLE MORE AWESOME
Salesperson. “We’re seeing that a lot of people are paying $100-$200 a month on subscriptions they forget about. With Truebill, you can see a list of all your subscriptions in a single list and cancel the ones you don’t want with a click. Does that sound like something you’d be open to learning about, or am I way off base here?”
This is for TrueBill, but you easily customize this talk track for your audience.
Knowing how to lower the ZOR is a good skill to master.