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Understand the customers feet - coaching sales
Who hasn't felt fear when completely changing their lifestyle?
Who has never faced the challenge of entrepreneurship?
Have you ever managed to break free from the powerful and freezing chains of fear of failure?
We ourselves, venturing into the digital age as Business Coaches, have felt fear of the unknown because we don't see the end of the road. From experience, I share that it is not necessary to anticipate the future, the path is built little by little with our own steps. Each person is responsible for where he or she is and where he or she wants to go in the future. You have observed your neighbors, co-workers or friends, it seems that some seem to move forward quickly while others do not realize that only they can change their current situation.
To understand our clients' fears, we must first examine how they work in us. It is important to self-analyze ourselves as bio-psycho-social entities. We have been educated for centuries to see fear as an instinctive conservation response in our present. So what would happen if we lost it? We would not know how far we can really go. We always know what we would lose, but we never know what we might gain if we tried.
In the business world, being cautious is a logical response to the lack of confidence of many first-time clients who don't fully understand the subject matter and the advantages of entering a new industry. Generally, clients' fears are similar in many cases, and by knowing them, we can offer better solutions that benefit both parties.
People often avoid stepping out of their comfort zone without being aware that they are in it. Whenever something new is presented, especially if someone proposes a business or tries to sell something, rejection can arise. This is due to their fear of error or failure in their decisions, fear of repeating previous bad experiences, fear of being swindled or cheated, fear of losing money, acquiring debt, fear of prejudice and pressure from third parties, or even the terminology we use when offering our services.
This aspect may seem insignificant, but it has a significant impact on the achievement of our objectives. We must always know our audience and, in a conversation, a simple word can change the attitude towards the conversation.
Why is our vocabulary important?
Our vocabulary is crucial because it is a means of expression and communication, through which we can clearly explain what we want. Its use can have positive or negative effects, also important is our body language, which must match our words and writing.
Nowadays, with the rush that surrounds us, everyone wants quick and easy results. However, Coaching is not just about selling, it is about establishing lasting relationships, to do this, we must take care of both our image and our language at all times.
One word that can hold our clients back is "price". From the outset, the customer is already thinking about the money to be spent, which draws attention away from the offer. Instead, it is better to use "investment" or "amount," focusing on value rather than cost.
The word "buy" can be negative, a softer option would be "acquire."
Instead of "sell", we could use "bid".
The term "contract" can sound compromising and formal, if we want to build trust, we could offer an "agreement" rather than a "contract."
The word "sign" may also sound too serious, instead, we could ask for "approval" or "authorization".
It is important to remember that these terms are relative, not all customers or business situations are the same, so each vocabulary must be adapted to the context.
In a business proposal, it is essential to clarify that fears are totally normal, but we must learn to use tools that generate confidence in our company and dispel those fears.
One of the ways to demonstrate our stability to eliminate their fears is:
In this Business Coach course, as we mentioned before, it is fundamental that all these factors contribute to create an empathetic approach with clients who still feel fear, which will diminish as they get to know our company better. Part of our job is to encourage the client to get the best out of themselves in their daily lives, since we are in a shared scenario where we can also share our own beginnings or those of others who have achieved their goals, and thus motivate them to set new goals. So, they already know who you are, you have already taken an important step.
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