Are you tired of not knowing how to handle client delays? With the recent pandemic known as COVID-19 taking the world by storm, many business owners are facing different kinds of sales objections.
Prospects are suddenly fearful and afraid of what’s to come. Instead of being motivated by what they can gain, they’re more afraid of what they have to lose. They’re uncertain about what the future looks like, which means they are less likely to take risks than ever.
If you are a salesperson, you may know one of the most effective ways to close a prospect is to focus on benefits. By demonstrating to your prospect how your product can make their life better, they will be more inclined to buy into your offer. However, a benefit-driven approach will not work in times of crisis.
During a crisis such as COVID-19, people only care about one thing: “How am I going to survive?”
Your prospects do not care about the benefits of your offer, because they are not in a positive state. They are in a state of pain, worry, doubt, and fear. They’re afraid about the future of their business and the future of their country. With the economy in a recession and many bankrupted businesses, the last thing they’ll do is imagine a scenario where your product can help them.
In these uncertain times, shifting your sales approach is the first step towards knowing how to handle client delays. Instead of giving them inspiration and hope, give them certainty and security.
The biggest objection they have right now is how COVID-19 will impact the future of their business. As a closer, your job is to show them that there may not be a future for them unless they take action now.
Facing Client Delays Due to COVID-19
One of the most frequent objections salespeople run into these days is “I’ll wait until COVID-19 is over.” During these critical times, many people are uncertain about the future. They do not want to spend money unnecessarily and instead prefer to save. As a result, trying to close prospects is difficult.
If you are a salesperson, you might have realized this the hard way. Your normal sales pitch that has worked in the past is no longer working. This is because your approach does not cater to their needs. Your prospects do not see a need to buy into your offer. And where there is no need, there is no sale.
Using a benefit-driven approach to close prospects will not work. Your prospects are filled with doubt and worry. Instead of changing their perspective and beliefs, change your approach.
This means using a pain driven approach instead. You want to educate your prospects on what will happen if they don’t take action. Let them know they might miss out on a limited-time opportunity. Or that they will lose potential customers by not knowing how to handle client delays. However, the most effective way to influence prospects is to ask questions.
Good questions are those that amplify their pain points. If you know they are worried about their revenue, push on that pain point. Make them aware that COVID-19 has caused many businesses to go bankrupt as a result of the lockdowns. How much longer can they stay in business? Do they have the cash to hold out until things return to normal?
When you amplify your prospect’s pain points, you increase the odds that they will take action. Unless they realize how serious their problems are, they will not see a reason to change.
How to Handle Client Delays? Make Them Realize This Fact
Many people are afraid to take charge of their life. They are afraid they will make mistakes. This is why humans tend to procrastinate. They believe that by not making a choice, they will not fail. But in reality, their decision to not make a decision is a decision.
A business owner who chooses to wait until COVID-19 is over is making a decision. A business owner who chooses not to wait, and instead immediately takes action is also making a decision. Most people that procrastinate do not realize this fact. They think that by doing nothing, nothing will go wrong. However, this is untrue.
For example, a king who is at war cannot afford to be indecisive. If this king knows his country will be attacked within the next 3 days, he has to take action immediately. If he does not, he is consciously making the decision to procrastinate. He is consciously allowing the enemy to take over his kingdom. By not taking action, he will be the cause of his kingdom’s inevitable collapse.
Your job as a closer is to make your prospects realize this fact. If your prospects use COVID-19 as a way to delay making a decision, they need to realize that it is a costly decision that will come back to haunt them in the future.
As business owners, they see their business as their kingdom. They have invested their time, money, and sweat into making it a success. They need to realize that all of their hard work may possibly disappear if they choose to wait. Unless they take action immediately to respond to what’s going on around the world, their business may crumble.
How To Handle The Objection “I’ll Wait Until COVID-19 Is Over”
You can use this principle to overcome objections. If you’re getting stumped by the objection “I’ll wait until COVID-19 is over”, there are two ways you can handle this. What’s important to note is that it doesn’t matter if your prospect is optimistic or pessimistic. As long as you know how to control the conversation, you can steer it in the direction you want it to go.
Answer #1: What Do You Think Is Likely To Happen?
If your prospect wants to wait until things return to normal, respond by asking them what they think will happen. Redirecting their question is a method you can use to force them to think. By making your prospect think, they will be focused on providing you with an answer, instead of trying to figure out what you’re trying to sell them. This lowers their guard and makes it easier to close them.
Prospect: I want to wait until COVID-19 is over.
You: I understand that. What do you think will happen after it is over?
Prospect: Well, it’ll probably only last another month and then everything will return to normal.
In this example, your prospect is optimistic and believes things will return to normal. Instead of contradicting their beliefs, you want to increase their pain points.
You can do this by responding with:
You: What are you planning to do if things do not return to normal? What if things actually become worse? Wouldn’t it make sense for us to do something now while we can, to ensure the stability of your business?
Or would you prefer to just roll the dice and let life decide what’s going to come next?
What’s important to note is that most salespeople make the mistake of trying to change the perspective of the prospect. If the prospect wants to wait until COVID-19 is over, the salesperson may say something like “I think you’re making a mistake, it might be too late by then”.
This is not the best approach, because it creates resistance. No one wants to be told that they are wrong, especially your prospect. Instead of telling your prospect what you think they should do, ask them questions and let them come to their own conclusions.
Answer #2: Exactly What Does Normal Look Like To You?
Here is another role play example you can use to overcome COVID-19 related objections.
Prospect: I want to wait until everything returns to normal before making a decision.
You: I understand that. But what exactly does normal look like to you? Do you think we’re going to get all our jobs back? That all these businesses will re-open? Will everything return to normal and all of our debt will suddenly disappear?
Prospect: Well… maybe not.
You: What if there’s a slight chance things will not return to normal? In fact, what if things NEVER return to normal again? What are you planning to do? Doesn’t it make sense for us to do something now while we still can?
By asking your prospect questions and amplifying their pain points, you can change their beliefs and perspective without creating resistance. You can use influence and persuasion to lead the prospect to a close and make them say yes. Instead of telling the prospect, they are wrong, you let them figure it out for themselves. The best part is that they will think they are the ones making the decisions. In reality, you are using influence and persuasion to guide their decisions.
The Psychology Behind High Ticket Closing
Struggling to know how to handle client delays? Remember the old saying: The customer is ALWAYS right. When you are interacting with a prospect, you want to make them feel as though they are in control. The reason why many people dislike salespeople, is because they are pushy or aggressive in their approach.
If a customer feels as though they were tricked into buying something, they will feel like they fell for the salesperson’s sales tactics. This is why many customers do not trust salespeople. Many of them have had bad experiences in the past.
However, if you look at the above role play examples, you will realize you are not being pushy whatsoever. All you are doing is asking them questions to make them question their own beliefs. This is known as the psychology behind High Ticket Closing, and is one of the core fundamentals behind successfully closing deals.
As a closer, you want to lead with influence and persuasion. You do not want to create conflict by telling the customer they are wrong. Instead, the most effective way to close clients is to make them believe there is no sale.
Make them believe that their decision to buy into your offer is their decision alone. Do this by asking them questions to make them question themselves. By using psychology instead of pushy sales tactics, your prospects will close themselves.
The customer is God. - Popular Japanese phrase Click To Tweet
The High Ticket Closer’s® Mindset To Successfully Closing Deals
The biggest problem holding most salespeople back is their own mindset. They may not know how to handle client delays, and instead opt to follow up a few months later. The problem is that they feel guilty about tricking these poor, innocent prospects into buying their product. In reality, it is your moral obligation as closer to get your prospects to buy into your offer.
For example, let’s say you have the cure to COVID-19. You want to convince your prospect to take the cure. However, your prospect is skeptical and does not believe it will work. They might put up objections such as:
“It’s a scam”
“That’s not a real vaccine”
“I want to wait until COVID-19 is over before taking the cure”
The issue that your prospect doesn’t realize is that if they wait to take the cure, it might already be too late. Like a medical doctor who must make a decision between saving a patient or letting them perish, you are the closer who will determine whether they will flourish or wilt as a business owner.
If you want to close deals and deliver value, you need to convince your prospects that you can help them. That means knowing how to overcome any objection they throw at you.
Closing Is Not About The Money, It’s About Delivering Value
Do you have difficulty knowing how to handle client delays? If you feel guilty for trying to close your prospects during these times of crisis, you have limiting beliefs holding you back. As a closer, you need to understand that wealth is a byproduct of value created.
When you have a valuable product or service, money should not be an issue. For example, a surgeon that operates on people and saves lives gets paid 6 figures a year. But if you compare a surgeon’s salary to the value that they deliver, it is priceless. You cannot put a price on another person’s life.
Similarly, being an effective closer means being able to deliver value to your prospects.
Most salespeople that encounter objections would say “I understand” and move on. But by doing so, you are potentially harming this individual. If you have a cure and you do not give it to people who need it, are you not contributing to the problem?
The truth is, your prospects have a problem they need help with. The issue is that they have doubts and fears that act as obstacles between them and the solution. As a closer, your job is to remove those obstacles, so they can see the solution for themselves. If you truly have a valuable service that can help them, you should be doing everything you can to close them towards your offer.
If you feel guilty about using influence to close a prospect, realize you are doing more harm than good. Your job as a closer is to educate, inform, and empower your prospects, and help them overcome their fears, doubts, and negative beliefs. Doing so means you have their best interests at heart. By helping them overcome beliefs, you allow them to achieve a solution that will greatly benefit them.
Handle Client Delays Forever And Create an Income Stream Working From Home
Are you letting prospects get away by not knowing how to handle client delays? Most prospects these days are filled with fears and doubts. They’re uncertain about what the future holds, and prefer to play things safe than to take risks. As a result, trying to close them towards a product or offer will be very difficult.
Your prospects may use COVID-19 as an excuse to delay making a decision. They may procrastinate, and want to “wait until COVID-19 is over and things go back to normal”. This is actually one of the worst decisions they can make. By procrastinating, they are only making things worse. This is why you want to make them realize what they’re doing, and show them how your offer can help them with their problems.
As a closer, your job is to close the prospect toward your offer. If you truly have a valuable service that can add value to others, it is your moral obligation to make them say yes. If you had the cure to COVID-19 and you knew there were people who needed your help, giving these people the cure would be in both of your best interests. By closing them toward your offer, you are able to provide value by presenting your prospects with a solution to their problems.
COVID-19 has impacted society on a global scale. Many businesses have gone bankrupt and even more employees laid off. As a result of COVID-19, businesses are looking towards AI and robots to replace human workers.
Traditional 9-5 jobs are at the highest risk of becoming extinct. If you want to learn how to create a new income stream that bypasses these risks, watch The Dan Wick documentary to learn how.