Can’t Say No
Presenting an Irresistible Proposal
Imagine this –
You come to the end of a conversation with a prospective client and they find themselves incapable of answering anything but YES to your proposal.
And no, you haven’t tortured them into it.
In fact, they are excited and perhaps relieved to be given your proposal to say yes to.
This is not a fluke. It’s one of many similar outcomes that you’ve achieved by following a simple questioning sequence.
Sounds a bit like magic or hypnotism?
Well it’s simply a matter of putting your SPIN on things.
When Neil Rackham released his book “Spin Selling” in 1988, he unveiled an incredibly successful strategy for closing deals.
The SPIN method works particularly well in recruitment. When used right, it is effective in posing to your prospect a question that is incredibly hard to say no to.
SPIN is an acronym for the types of questions you need to ask in a conversation with your prospect. When done right, the conclusion of these questions results in a YES.
In practice, your conversation might sound like this:
Questions to determine their recruitment situation
|“How is your onboarding going at the moment?”
“It’s ok. I’m using free advertising on Gumtree. I’m getting over 100 applications each time”
Questions to reveal a problem with their recruitment situation
|“Over 100! That’s great. Is it taking a bit of time to get through them?”
“Yeah it does, actually”
Questions to reveal the implication or impact this problem is having on them/their business
|“What sort of impact is that having on your day?”
“Well I‘m certainly burning the midnight oil at the moment”
“How is that affecting what you can do on the rest of the business?”
“Let’s just say it’s suffering a bit right now”
You can service their needs.
Ask: if you could solve the implications by resolving their problems, would they agree to your proposal.
|“So if I had a solution that could give you back a significant amount of time in your day and also increase your productivity, would it be worth another conversation to talk about it?”|
To put some power behind this method:
Let the prospect be the one to reveal the problems and implications
No one wants to hear someone else point out their issues. It is far more powerful to bring the prospect to their own realisation.
For you and me, it is obvious that if a client is spending hours and hours on recruitment then the rest of their business would be suffering. But perhaps it’s not as obvious for them. Ask questions that will bring them to the understanding themselves – and have them say it out loud.
Identify the type of Problem and Implication
Your prospect will care about saving time, money, peace of mind or productivity. Work out what it is they care about (there could be multiple) and use these in your closing question.
This type of questioning works for almost any agreement you are seeking; to secure a meeting, get your Terms of Business signed, a job order, an exclusive or retained arrangement, …
It all comes down to:
- asking the questions that reveal the pain
- then realising the implication of the pain
Once you have those, you can:
- offer to solve that implication by healing that pain – if they will just consent and agree.
And why wouldn’t they?