Are you wondering how to have your prospects connect with you so deeply that they want to buy from you not once, not twice, but over and over again? I’m going to share with you a technique that no matter who they are, they will feel you and they will buy from you.
What I’m about to share with you is so powerful, it’s going to give you the ability to close as many sales as you want! So, use it with care. It’s a very advanced persuasion technique that I coach my clients on.
Before that, I want to ask you this question: “If I keep selling stuff to you, will you buy? No right? But if you have a lot of money, are you going to go out there and buy stuff? Absolutely! Everybody loves buying! Right?
Now here’s the thing! “Prospects don’t buy from you because they don’t feel understood.” It’s because you’ve not listened to them… But they want to buy from you because they have a problem. So, this one technique that I’m going to share with you today that will make you so powerful, you can close any sale.
Now, remember this word! “HEARD”
When prospects buy from you they don’t buy depending on your products and services. They buy when they feel understood; when you’ve heard them. Now I’m going to break this down for you!
‘H’ — Help
Prospects want to know, are you there to help them or sell to them. So you tell them “I’m here to help you! Let me know what your problem is. Talk to me!” and when they talk to you about their problem, don’t shut them down and don’t sell a product. You want to feel what they’re saying because you see it’s so important. People feel your authenticity. People feel that you’re there to help.
‘E’ — Empathise
The meaning of empathise here is that prospects want to feel that you really care for them so when they come in, just say, “I want to help you open up. Talk to me, what is it?” and when they tell you the problem you show them that you feel for them. You empathise with them. That way the connection gets strong and when they start sharing, you do the third thing!
‘A’ — Acknowledge
You acknowledge them and say thank you for sharing. You see people don’t just share stuff with anyone. When they share something which they’ve opened up to you, you want to acknowledge so that they open up more and when they open up more you form that connection. This is the key.
‘R’ — Realise
Next step is, when they’ve opened up you make them realise that there’s a problem between where they are at today to where they want to be at. You tell them, “So, you realise that there’s a problem. What do you want to do about it?” You have to make them feel that there is a problem today and when they feel there’s a problem they will buy from you. In fact they will actually start thinking that they need to buy from someone or the other to solve their problem.
‘D’ — Do you want help?
Now this last letter is what makes them feel that you are the one! “Do you want help?” That’s the question you want to ask your prospects. You see the word ‘Help’ at the end of this ‘D — Do you want help’? Here with that “Help” you’re closing the loop of the ‘HEARD’ method.
CONCLUSION
Let me give you an example. When people come on the phone, you must use this “HEARD” method! “I want to Help you, I can feel what you’re telling me and I thank you for actually opening up to me but do you realise there’s a problem? How do you want to get there? Do you want my help?” Use this technique when you’re talking to people and you will easily start closing sales using the ‘HEARD’ method.
This is something I actually teach in detail to my clients as well. This is just one out of the many techniques on how you can close as many deals as you want. If you believe this is something you want to learn, then get in touch with me on Instagram and we will talk a bit more!
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About the author
Dev Sethi is the Founder & CEO of ‘Wealth On Command’. Dev is a Global Sales Award Winner and “Closer of the Year 2019” in High Ticket Sales across 150 countries. He is the 1st person across Australia, Asia, Africa, Europe and South America to ever win this award.
He empowers business owners and entrepreneurs to monetize their skills and maximize their sales by assisting them in building a high performance sales team. In the last 12 months alone his business has grown by over 560% and his clients have made over USD 5.2 Million in Sales. Dev is a Sales Champion and is now creating more Champions.
He speaks 4 languages fluently and is a loving father and a caring husband; born in Thailand, grew up in India and now living in Sydney, Australia.
