TIPS TO GET PROSPECTS TO TRY YOU

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TIPS TO GET PROSPECTS TO SWITCH
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There are many reasons prospects don't want to change the way they're doing business.

• They're happy with what they have,
• They have too many products in their line already,
• They don't see the value in what you're selling.
• They've become set in their ways.
  • (and that, most of all, is what seems to get in the way of most selling).
• You might be worse!

BOTTOM LINE . . .
We all need to get through the obstacles that stand in the way of selling prospects on the benefits of changing to our products or services.

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HERE ARE SOME STEPS THAT CAN HELP:
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1. SHOW THEM WHAT THEY'LL GAIN FROM THE SWITCH.
   Pointing out the return on their investment is a valuable way of making your case; provide numbers, examples, facts and figures, a statistical analysis--whatever it takes to help them visualize how making the change will benefit them.

POWERFUL TIP:
Just remember this: NOTHING IS STRONGER THAN YOUR BELIEF IN THE IDEA YOU'RE PRESENTING. You must have faith in your product or services in order to give customers the confidence to make the change.

2. DON'T BE AFRAID TO ASK FOR THE JOB.
   Asking for the job too early is not a crime. In fact, it usually brings out the problem or specific objection your prospect has ahead of time so you can deal with it and qualify the opportunity right from the start.
    
3. SELL THE CHANGE WITH TESTIMONIALS FROM SOMEONE WHO'S BEEN THERE, DONE THAT.
   Hand prospects a list of your clients, and tell them to call anyone on the list. They can talk about why they do business with you and how they've benefited from the change they made by going with your company.
    
4. UNDERSTAND YOUR PROSPECTS PROBLEMS.
   Understand their stresses. Understand their daily challenges. This will give you more opportunities to tie in the value of your service and how it impacts their daily life challenges.
    
5. LET THEM TRY OUT YOUR SERVICE.
   Testing your service gives your prospects a taste of things to come.
    
6. MAKE SURE YOU'RE ALWAYS BUILDING A RELATIONSHIP.
   When someone likes you, trusts you and respects the knowledge you bring to the table, he or she will be much more open to making a change.
    
7. QUESTION EVERYTHING.
   "Why is that important?" "What does that mean to your family?" "Can you expand on that?" Getting the prospect to give you the right in-depth information gives you the ammunition to make an intelligent presentation on why switching to your company will make a positive difference.
    
8. BREAK THROUGH BARRIERS WITH YOUR CONVICTION, BELIEF AND CONFIDENCE.
   Whenever a new idea is introduced, you're bound to encounter some resistance. Prospects who have been doing things the same way year after year aren't usually open to alternative ways of thinking at first.

Selling the change means being relentless and empowered by the passion within. When you believe in your case, so will the customer. Don't forget that they are buying you, and you are part of the change.

9. LEARN TO LISTEN, AND LISTEN TO LEARN.
   Only when we're really tuned in to the customer can we find out the real reasons they are leary of change.