How do you secure your prospects' agreement and prevent backtracking?

1 Confirm their pain points

The first step to securing your prospects' agreement is to confirm their pain points and how your solution addresses them. This will help you reinforce the value of your offer and create a sense of urgency. You can use phrases like "So, based on what you told me, you're struggling with..." or "You mentioned that you're looking for a way to..." and then summarize their main challenges and goals. Then, you can ask them to confirm if you understood them correctly and if they agree with your assessment.

2 Test their commitment

The next step is to test their commitment and see how serious they are about solving their problem. You can do this by asking them to take a small action that shows their intention to buy, such as booking a demo, filling out a form, or giving you a referral. This will help you gauge their level of interest and also create a psychological principle called consistency, which means that people are more likely to follow through with something they have already agreed to or done.

3 Handle their objections

The third step is to handle their objections and overcome any doubts or concerns they might have. You can do this by using a simple framework called LAER: Listen, Acknowledge, Explore, and Respond. Listen to their objection and show empathy. Acknowledge their point of view and validate their feelings. Explore the root cause of their objection and ask open-ended questions. Respond with a benefit or a solution that addresses their objection and shows them how your offer can help them.

4 Ask for their agreement

The final step is to ask for their agreement and close the deal. You can do this by using a trial close, which is a question that assumes they are ready to buy, such as "How do you feel about moving forward with this?" or "Are you ready to get started today?" If they say yes, you can congratulate them and move on to the next steps. If they say no or hesitate, you can go back to the previous steps and find out what's holding them back.

5 Follow up and deliver

The last thing you want to do is to lose your prospects' agreement after you've worked so hard to get it. That's why you need to follow up and deliver on your promises. You can do this by sending them a confirmation email, thanking them for their trust, and outlining the next steps. You can also send them some value-added content, such as a case study, a testimonial, or a tip, that reinforces their decision and builds rapport. Finally, you can deliver on your solution and exceed their expectations, so that they become loyal customers and advocates for your brand.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?