Have you ever had clients not pay you?
You're talking to them and when it gets to the payment, they behave like a child...
Not because they've suddenly become stupid but because this is what people are like when they pay.
In this video I describe exactly how to deal with this major issue in sales...
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Facing a lot of objections on sales calls is normal. Good sales people know how to deal with them. One of the most common objections comes at the end of the sales call when it comes time for the client to buy. This tends to happen on almost every single call.
I am going to help you solve this once and for all. You are going to find out how to properly close a sale. This podcast will cover the specifics about getting the client to transfer the money to you.
Every client can come up with many different excuses that he cannot pay. In most cases he is just pretending that he cannot afford to pay. That is possible, but it is not always the case. You may get upset after hearing all these excuses. What you need to do is to go through a mindset shift.
You can go from getting angry, upset and trying to argue with the client to someone who is very mature and serious and who is trying to help the client.
Usually, when people pay, they get a little retarget. You have to treat them like they are a little girl. You need to make things as easy as possible for them to buy, because whatever minor obstacle appears, they will use it as an objection to pay.
This might be a weird analogy, but it is very accurate. Anyone who has done sales for a number of years, will tell you a similar story.
Here is the solution…
1 - You have to make the whole process ridiculously simple. If something happens, ask them simple questions, ask them to share their screen with you. The obstacle will be very minor and you can deal with it with ease.
However, there are not always only minor issues. Sometimes you have to cope with bigger ones. Then, you have to guide them step by step how to deal with the problem.
If fixing that problem requires very long time, you can schedule a second call, unless they are paying you a huge amount of money. You can decide if the money is worth your time staying on that call.
2 – Another solution is to setup multiple payment platforms. You can use platforms like PayPal, Stripe, Transfer Wise. There is a chance their card to work only with one platform. There are many advantages to have multiple payment systems.
It is very important to have backup for your money. There is always a possibility a problem to appear and you cannot afford to lose sales because of payment issues.
No matter how advanced the buyer is, they always have some kind of payment issues. That can be easily resolved by sending them another link for different type of payment.
If you do these things, if you determine when you are going to talk, determine what they are going to do, you explain everything step by step, then it is much more likely that you are going to get paid.
If you setup a next call, it has to be in the very near future. If you setup the next call for the next week, they will not even remember what they were talking about. Setup your follow up calls maximum 3 days in advance.
You need to follow these steps. Almost 85% of the time they will solve your issues.
