10 Sure Fire Questions in The Mind of The Prospect That You Need To Answer During The Sales Process
Technically, you’re just 10 steps away from getting your prospect to buy from you and become a customer
Introduction
One of the biggest reasons why many working professionals fear getting into the world of business is that they’re not confident about sales/ selling.
Read this post till the end to know the 10 questions in the mind of the prospects that they may/ may not ask you directly during the sales process.
However, as a salesperson/ business owner, it’s your responsibility to answer these questions for your prospects to make their decision and purchase process easier.
For your understanding and clarity, the questions are divided between four categories namely:
The Business Owner, The Business, The Product!
The NEED of the customer
Past Doesn’t Reflect The Future, and
Efficacy of Your Offer
So, let’s get started and help you close most sales from today!
The Business Owner, The Business, The Product!
Even before the prospect reaches the space in their subconscious mind that your product/ service is worth investing in, they first need the comfort that you (the business owner/ brand/ business) are trustworthy.
You can achieve this by answering the following questions.
1. What’s unique about your solution?
Present the USP of your product as your answer
2. How can the prospect trust that you have their best interest at heart?
Show testimonials of your past clients who are confident to endorse your product
3. Are you and is your brand empathetic towards the pain point of the consumer?
Create multiple pieces of content, and build a newsletter community sharing your knowledge, understanding of the situation and empathy towards the pain point(s) of your customer.
4. Do you have the authority to speak about the pain point(s)?
This can be answered in multiple ways:
1. Share your personal backstory (if you have overcome a similar problem in the past)
2. Share your story of helping/ assisting someone you care about overcome the same challenge as your prospect is going through right now
3. Share your educational qualification/ certifications that allows the prospect to understand you’re intellectually equipped to solve the problem
4. Reveal your work experience that shows you’re a master of your craft.
5. Is your business/ brand authentic?
This may not be easy to communicate for a new brand/ business/ entrepreneur, however, it’s not impossible.
When you’re authentic in your effort and your intention; your words are powerful, and the authenticity gets communicated to the prospect on a subconscious level.
And in any case, growth of the best of the best businesses was slow when they started out, so that’s just the nature of the beast.
Accept reality and continue putting in the necessary efforts.
The NEED of the customer
Even the best product struggles to sell, if the customer doesn’t feel the need to make the purchase on an immediate basis.
However, sales of well marketed (read: well-communicated) products add up pretty quick.
Answer the following questions to get your future customers to feel the need to buy from you ASAP.
6. What result(s) can the prospect expect?
Make sure you only make promises that you/ your product/ service can (and will definitely) deliver.
There’s only one way to grow in business. Always under promise and over deliver. Always.
7. Will this product/ service work for “me” (the prospect)?
You will have to share multiple case studies from people across your target audience/ customer segments to show and communicate that your solution works for people across the spectrum.
Past Doesn’t Reflect The Future
8. The prospects have tried other solutions before, failed, and now they are bitter. They now have certain expectations and preconceived opinions about your offer/ product category/ industry. How do you overcome this?
Create an entry level offer which is such a no-brainer, which involves very little monetary risk and provides immense value in exchange that the prospect feels comfortable to keep their past experiences aside and give your product/ service a chance.
Work on creating a funnel in your business, wherein, the customers have an option to upgrade/ upscale to the next level before they have consumed/ utilized the first purchase (done with your brand).
Efficacy of Your Offer
9. What if the problem of the customer is unique and if your product/ service fails to deliver on the promise?
Do not sell your product/ service to the prospect if they’re beyond the scope of the results that the product/ service can deliver.
If somehow, you/ your team/ your brand/ business manages to make the sale to someone who is not entirely satisfied, go out of the way and help them get the results that were promised.
If the scope of expectation is beyond what can be delivered, refund the purchase with apologies.
It’s always a better idea to lose one sale/ customer than gain one bad review on social media/ the internet from an irate customer that can spiral into something uncontrollable in the future.
Plus, a small percentage of returns is a fact/ reality of every business, so don’t take this too personally.
10. What if the customer is not satisfied with their experience after the purchase?
How would you feel if you made a purchase and you’re not happy with the results?
Sidebar: I know I’m copy-pasting a large chunk of the last answer, but hey, the problem may seem different, but the solution is pretty much the same, so the answer will also remain the same.
If somehow, you/ your team/ your brand/ business manages to make the sale to someone who is not entirely satisfied, go out of the way and help them get the results that were promised.
If the scope of expectation is beyond what can be delivered, refund the purchase with apologies.
It’s always a better idea to lose one sale/ customer than gain one bad review on social media/ the internet from an irate customer that can spiral into something uncontrollable in the future.
Plus, a small percentage of returns is a fact/ reality of every business, so don’t take this too personally.
Conclusion
Getting a customer to buy from you is all about building trust, helping them get the confidence that they’re making a good purchase and the assurance your product/ service will be a purchase that they won’t regret.
Make the decision-making process easier for your prospect(s) and see your cash registers ringing faster than you can count the cash entering your bank account.
The best part (yes, the best part is yet to come), sales made by answering these questions genuinely will ensure that the chances of refunds/ returns/ buyer’s remorse is minimised tremendously.
Create a sales process that focuses on customer’s comfort and see your brand grow from strength to strength with every sale in your business.
Your Thoughts!
If you’ve reached till this point of the post, I’m sure you must have some thoughts/ feelings/ opinions about what you’ve just read.
I’m done sharing what’s on my mind, and now is your turn to share your POV.
Do you agree with what you’ve just read?
Do you think I missed out on any questions that a prospect might think at the time of making the purchase?
Did I answer any question incorrectly/ would you answer the same question(s) differently?
Let’s continue this conversation (or ask your questions about the post) in the comments below.
Keep Going Keep Growing 🚀
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Share this with them, help them and earn your blessings.
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Prompt used to create the image for the note
P.S.: Image made on Meta AI using the prompt, “Imagine a happy and smiling customer who is agreeing to give a 5-star review to a particular brand”