"Gear 3: Getting The Client To Commit To Progressing" focuses on strategies for moving clients forward in the sales process. The speaker emphasises the importance of not assuming the client's intentions but rather asking them about their next steps. This is crucial to ensure that there is alignment between what the client is thinking and what the salesperson assumes.
This highlights the need to identify and address obstacles that may hinder the client's progress. The speaker stresses the importance of timing follow-up conversations, ideally after the first obstacle has been discussed. It's essential to be sensitive and understanding in these discussions, especially when dealing with personal issues or concerns that the client may have.
This also mentions the importance of clearing the energy of the deal, emphasising that value propositions need to be effectively communicated to decision-makers who may not have been part of the initial conversation. Video presentations and meetings with decision-makers are suggested as methods to convey the value effectively.
Furthermore, the module underscores the significance of understanding the client's motivation for purchasing land. The speaker advises identifying triggers, such as downsizing, becoming a first-time homeowner, or wanting to stop paying a landlord's mortgage, as these can drive the decision to buy. Revisiting the initial urgency and energy expressed by the client is encouraged to rekindle their interest in progressing with the purchase.
In summary, "Gear 3: Getting The Client To Commit To Progressing" focuses on techniques for ensuring clients move forward in the sales process by actively addressing obstacles, effectively conveying value propositions, and understanding and rekindling the client's motivation to purchase. It emphasises the importance of open communication and sensitivity in these discussions to create successful outcomes in the sales cycle.
