Shanli Liu, CPA, CTPFreedomfolio · I help 7 to 8 figure service business owners and ecommerce sellers keep 10K to 75K of profit- without IRS headaches | CPA. Virtual CFO. Tax Resolution Pro | $5MM+client tax savings | Book a free 15 min strategy call

How To Be Brutally Honest In Sales

Name: How To Be Brutally Honest In Sales
Uploaded: 2024-11-01T01:30:01+00:00
Duration: 50 s
Channel: Shanli Liu, CPA, CTP
Description: In this segment, Shanli Liu explains that directly confronting a prospect with hard truths or cutting questions will likely lose the sale. Instead, she…

1 Nov 2024 · 1 min

Watch on YouTube

0:50

In this segment, Shanli Liu explains that directly confronting a prospect with hard truths or cutting questions will likely lose the sale. Instead, she advises salespeople to frame such truths through a third‑party narrative: either by recounting a recent conversation with another prospect who asked the same question, or by citing a successful past customer with a similar business. By delivering the hard truth to an imagined third party, the salesperson can be brutally honest without insulting the current prospect, and can also use the past customer’s success story to handle objections and reinforce the value proposition.

Chapters

You never win a sale by winning an argument. You lose the sale. So if you have a hard truth that you want to ask or a question that can seem kind of cutting, you don't want to ask it to them. You want to tell them a story of someone just like them that you ask the question to, and then you have a third party in the sale who can then be the person you deliver the hard truth to, and then they just bear witness. So number one, you can say, it's so funny you ask that because I had someone just earlier today who asked the same questions. Can I share with you what I just shared with them? Because I'm now talking about a conversation I had with someone else, I can now be brutal as fuck to this other person, but I'm not saying it to the prospect. And so it's not insulting. The second way that you can do this is that you do it in reference to a successful past customer. You know what? That actually makes you just like Sarah, who had a similar plumbing business and actually crushed it with our marketing agency. And then we handle the objection.