One of the things that we hear a lot, actually, is "I feel like I'm talking too much in
the consultation." Really, if you talk too much in the consult, you're going to ruin a
lot of sales. The consultation is actually a lot of you asking questions and them
responding. There's several times where you just need to stop talking 100% of the
time, and the first is right after you tell them what the price is. You should tell them
what the price is, and then you should not say a word until they say something. It's
just natural for you to want to say, "Okay, it's $40,000, but it includes this, this, this,
this, and this." That should all happen prior to telling them what the price is. You tell
them what the price is, and then you just wait. It might be kind of awkward, but
that's what you're going to do. They have to say the next words. You have to
understand where they're at in the sales process, in the buying process.
They might say, "Whoa, wow, that's a lot of money," and then you just keep quiet.
Keep quiet, let them keep talking. They might say, "Well, do you have any financing
plans?" Yes, we do, and then you can start talking about financing. You got to
understand where they're at in the buying cycle in their brains before you keep
talking because you could talk yourself right out of a sale. There's been several
times where I've just said, "This is the price," and I haven't said a word. They go,
"Oh, whew." There's some time that they need to process it. Literally, without me
saying a word, they just say, "All right, let's do it. What's the next step?" That's
happened several times, so do not talk yourself out of a sale after you tell them
what the price is.
The other thing is, is at the beginning of the consult when you're getting to know
them, and you're building the vision, and discovering what's going on with them,
make sure you don't talk too much. Ask the questions, let them answer. Don't be
quick to jump in and finish sentences for them. Ask the question and make sure
they have ample time to just talk.
There you go. For sure, never talk after you drop the price. At the beginning, make
sure you aren't talking too much and that they're the ones who are convincing you
why they need dental implants.
Founder & CEO
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