Clients Say, “I’ll wait until COVID-19 is over.” And You Say, “…”
Dan Lok Show
Dan Lok
4.9 • 824 Ratings
🗓️ 2 September 2020
⏱️ 6 minutes
🧾️ Download transcript
Summary
Having trouble with your clients lately? Are they telling you “I’ll wait until COVID-19 is over.”? During a crisis, you have to change your approach. A client might give you the COVID-19 objection and you say “…” Listen to this episode to find out.
Transcript
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| 0:00.0 | If you are a business owner or you are a sales professional, |
| 0:05.0 | you still need to sell during this crisis. You need to do something. And chances |
| 0:24.3 | are you will face a different kind of objection. And one of the most common objections that my students |
| 0:31.3 | get and I want to teach to you how you could handle it today is I want wanna wait till the COVID-19 is over, |
| 0:38.0 | then I would do something, then I would make that purchase, |
| 0:40.9 | or then I will take that action. |
| 0:43.7 | In good times, chances are you will sell |
| 0:46.5 | in a certain way, using a certain appeal, |
| 0:49.5 | chances are the approach that you take |
| 0:52.1 | will be more inspiration-driven. What does that mean? It means that you are will be more inspiration driven. |
| 0:54.3 | What does that mean? |
| 0:55.3 | It means that you are telling them, |
| 0:57.2 | hey, things are good, but it could be better. |
| 1:00.9 | You're painting a picture in the prospect's mind, |
| 1:03.6 | how better things could be. |
| 1:06.1 | Now, during a crisis, economic downturn, |
| 1:09.2 | you need to change your approach. |
| 1:12.4 | You don't adapt a different way of closing. |
| 1:15.0 | Instead of being inspiration-driven, chances are you would take a more pain-driven approach. |
| 1:22.0 | What do I mean by that? |
| 1:23.3 | You're not telling them how great things would be because they know everything else sucks |
| 1:28.5 | when in a financial crisis. |
... |
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