Do you have potential clients sitting on the fence, unsure whether to commit? Are you tired of wondering why they hesitate or how to help them decide? 

It’s time to close the stragglers, those hesitant prospects who express interest but never seem to take the leap. We’ll uncover the secrets to converting fence-sitters into buyers.

In this episode, Nikki explores practical strategies to understand what holds these prospects back and how to move them forward with confidence and ease.

Learn how to identify the common reasons for hesitation, from logistical conflicts to financial concerns or a lack of clarity about your offer’s value. 

Nikki shares creative solutions, including ways to adjust your approach, offer flexibility, and make irresistible offers that meet your prospects where they are.

Discover follow-up techniques that keep the conversation alive without feeling pushy, including how to use "closing the loop" messages to prompt decisions. 

Nikki also provides a simple yet powerful question to ask when clarity is missing so you can help prospects understand how your program is the perfect fit for them.

With these tools, you’ll have everything you need to turn stragglers into action-takers, boost your influence, and grow your business.

Listen now to learn how to close the stragglers, master your sales conversations, and create meaningful impact!

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

 

In This Episode:

[00:43] Today is all about converting fence-sitters into buyers.

[01:41] A straggler or someone who has expressed interest and has had some type of communication with you but they're not closing.

[02:24] Common reasons that stragglers hesitate include logistical conflicts, financial concerns, or lack of clarity about the value of the program.

[03:14] Don't make assumptions about what's causing them to be a fence-sitter. Don't project your own limiting beliefs.

[04:49] A creative solution for a logistical objective. Recognize that the person can't attend the live retreat and offer a VIP day instead, like a private one-on-one.

[06:48] Showing flexibility can be the way to seal the deal.

[07:11] Financial concerns. Sometimes, there's nothing you can do. Find ways to get creative. Offer a payment program or some other type of solution.

[09:24] You could also offer some type of scholarship, but the recipient could do something extra. A scholarship shows engagement and sets the culture.

[11:57] Don't assume the potential client is a no. Follow up. Forward the original message and change the subject line to "did you see this" and ask if this is something they would consider.

[13:15] "What would it take for this to work for you?"

[14:03] You could also give options or a menu. Asking if there's something else will give them a moment to gain clarity.

[15:53] Send a closing loop message. Following up with you one last time just to see if there's anything you would like to move forward with.

 

For more actionable sales tips, download the FREE Closing The Sale Ebook.

 

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Nikki Rausch

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