00:00:10another edition of ask Evan in this
00:00:13video I’m going to answer a question for
00:00:14one of our readers soul blab blasts how
00:00:17do you overcome them for your projection
00:00:18while selling so I’m going to share with
00:00:20you a couple strategies that i use and
00:00:22hopefully you can learn from that and
00:00:24put its use in your business as well the
00:00:26first is you have to know that the
00:00:28product or service that you have is
00:00:29actually going to be helpful and useful
00:00:31for the person you’re talking to and
00:00:33that may seem like common sense but a
00:00:35lot of times you know you may not
00:00:37actually believe in your product or
00:00:38service that much and it’s then harder
00:00:40to be convincing and make a good sales
00:00:42case when you’re talking to your your
00:00:44prospect for me most of the sales I do
00:00:47are pretty standard you know I’m in the
00:00:49groove and it’s pretty comfortable but
00:00:52every now and then as I’m growing my
00:00:54business I’ll get more and more
00:00:55corporate interest and bigger deals that
00:00:57are coming to me and every time I’m on
00:00:59the phone with a client that could be
00:01:01you know my new biggest deal yet a
00:01:02little bit of nervousness and load of
00:01:04excitement and I’ll always calm down by
00:01:07reminding myself that what I’m offering
00:01:09them is really really going to help them
00:01:11and that’s what I focus on so I’m not
00:01:12focused on you know trying to be nervous
00:01:14or trying to really sell them I’m just
00:01:16trying to help them out as much as I can
00:01:18the second thing is try to be a resource
00:01:21and sometimes you don’t get the sale and
00:01:24you give customers away so one of the
00:01:27things that i’ll sell is a mastermind
00:01:28group and that’s a group where we’ll
00:01:30connect entrepreneurs together every
00:01:32month and we talk about our businesses
00:01:33and try to help each other out and
00:01:34that’s a paid membership that i’ll make
00:01:36some money from and what I’m talking
00:01:39about that group it’s never a hard sale
00:01:41it’s more trying to find out about the
00:01:43challenges of my you know prospect is
00:01:45going through and seeing if it’s going
00:01:46to be a good fit for me or not and a
00:01:48good fit for them as well and most of
00:01:50the time it is but sometimes it may not
00:01:53be what they’re looking for and in that
00:01:54case I’ll pass them on to somebody else
00:01:56that might be a better fit so this
00:01:59example sometimes I’ve passed people
00:02:00onto a business coach where they may be
00:02:02needed a little bit more intense system
00:02:04to work with so working with
00:02:06cisco she makes sense instead of joining
00:02:07a peer groups that we have the classmen
00:02:10group so if you’re open and honest and
00:02:12you know that you’re you know trying to
00:02:14help them out as much as possible I find
00:02:16that really eases the fear of going into
00:02:20that initial meeting the last strategy
00:02:23that I use is something called negative
00:02:24reverse selling and that’s when if you
00:02:28think about when somebody tries to sell
00:02:29you understand you got apply this by
00:02:31this by this you’re likely reaction is
00:02:33going to be on up buying that you’re
00:02:34going to back boy so the approach it you
00:02:37want to take is the opposite and if
00:02:39sometimes we go negative on it people
00:02:41have even see the one to take the
00:02:42opposite view and go positive so a
00:02:44couple quick examples I’m doing a
00:02:47presentation so if we’re talking about
00:02:48the masses my groups for example I might
00:02:50say oddly don’t talk about all the
00:02:52different benefits of it and then at the
00:02:54end say something like it does that make
00:02:55sense to you or is this coming out of
00:02:57left field and usually they’ll say
00:02:59something like oh no make sense great
00:03:01that’s dope it’s exactly what I wanted
00:03:03and so if I going a little bit negative
00:03:04it makes them go positive or if I said
00:03:07at the end you’re just the best thing
00:03:08ever you really need to buy it they’re
00:03:10probably going to take the more
00:03:11defensive stance so people like wine the
00:03:14opposite of what you’re doing another
00:03:16example so I’m selling to a bigger
00:03:18corporate client I might say something
00:03:19like you know we’ve been able to help
00:03:21out a lot of different corporations but
00:03:23it only really works we can only help if
00:03:25you’re targeting the entrepreneur
00:03:26community if you’re not targeting
00:03:28entrepreneurs and you know I don’t think
00:03:29we’re going to be able to help you
00:03:30that’s the truth you know somebody’s
00:03:32trying to target managers at banks or a
00:03:35different target audience I’m not going
00:03:37to really be able to help them target
00:03:39entrepreneurs I can and by saying
00:03:41sequence like that they always come
00:03:42backs no no we’re targeting
00:03:43entrepreneurs this is our market exactly
00:03:45we’re looking forward to learning a
00:03:46little bit more about what you do and so
00:03:48gets emceeing yes and gets them involved
00:03:50and by me going negative it also reduces
00:03:52the fear of them say no so I hope that
00:03:55helped some of those strategies might be
00:03:57useful for you if you guys liked the
00:03:59video please give it a thumbs up but
00:04:00also love to hear your thoughts and
00:04:01feedback if you want to leave a comment
00:04:03below the video and stay tuned for the
00:04:05next episode
00:04:15you
”