Why Not Give Them The Hand?

From yesterday...rather than fighting for the upper hand, why not "give" your clients the hand?

In this age of information, it is safe to say that consumers have access to your product;

• If they want to see it in action (click!) - YouTube...
• If they want to see how others review it (click!) - Amazon...
• If they want to order it (click) - on your company's website a "live" person is ready to "Chat". Yes, you may even be competing against your marketing department for sales!

Ah, but you have a distinct advantage - you are able to bring the product to life! Give it a name and a face - making the purchase an experience.

How do you give your clients "the hand"?

You let them control as much of the buying experience as possible. As we said previously, they know "The Secret" and if you are too pushy, talkative or persuasive, they don't have reveal it. You lose!

Remember the Relaxing and Relating phases of the sales interaction? What if during these phases, you begin to ask a few simple questions that allow the prospective client to have "the hand"?

"Before I begin to show you my product, what do you know about it already?"

"Have you seen it in action on YouTube or checked out reviews on the web?"

"Do you have any friends that have experiences with our product?"

While it seems counterintuitive, you aren't really giving up control when you allow them to "add their voice" to the proceedings.

What will happen when they chance to talk?

They will express their needs/wants/desires and yes, their concerns. They will tell you "The Secret". You need these secrets to hit the hot buttons and overcome objections...right?

You also have two ears and one mouth, you should use them proportionately.

Ultimately, they will run out of facts, concern.  With l the elements of "what-why-how" on the table, the product expert (that's you!) can begin Releasing the solution.

Now, it's your turn;

"Thanks for all the great insight, I love that you are knowledgeable about my product. There are a few additional things I would like to show you that I think will make this perfect for the situation you have outlined."

Sometimes, you get more by giving first...

Go ahead...Give them The Hand!

Until tomorrow, I wish you Money, Power, Success!