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When a prospect hesitates, pinpoint whether the doubt is about the product, you, or whether it fits them. Ask what specifically worries them and what would need to change. Then show them someone like them who bought and won.
When a prospect hesitates, pinpoint whether the doubt is about the product, you, or whether it fits them. Ask what specifically worries them and what would need to change. Then show them someone like them who bought and won.
If a prospect says, I'm not sure this will work for me, that means they have uncertainty in their mind. Okay. It could be an uncertainty in you. It could be uncertainty in your product, your service, your solution. They're not sure if it's going to, like, quite literally work. Here's a big one that most salespeople have no idea. They have uncertainty in themselves. Uncertainty leads to what? Objections. You need to clarify what that actually means. So when a prospect says, I'm not sure this will work for me, and I might say, oh, in what way? That's it. It's just a clarifying question. It's very simple. Here's another clarifying question that builds certainty as well. So they say, I'm not quite sure it'll work for me. Oh, what would. What would cause it not to work for you? Since it's already working for companies in your industry right now? Okay. See how I'm building certainty? It's already working for people. I need to build them into the identity of the prospect who becomes a buyer.
