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Non-Renewals are a Bummer...

... But they're a fact of life. And even more so if you haven't asked great questions at the beginning of your sales encounter. If you have a chance to save them, now's the time to become The Great Discoverer.. if you can get back in touch with them (which is the main reason to get all this information in the first place). But, ok, let's get back to trying to save what might be lost.

When you get your would-be cancellation on the phone (or in front of you), ask these questions. NOTICE... I did not say TELL them anything. In order to know WHAT to tell them, you have to know what their hot buttons are. So this is how you get there.

Top Discovery Questions for Would-Be Non-Renewals...

• What are your top business priorities right now?
• What has changed in your marketing strategy, priorities and challenges since (mention last date they advertised)?
• What do you like most about the other (name your type of business) you are using?
• How is what you're doing working for you?
• What would you change, if anything, about them?

I promise that if you get answers to these questions before you try to sell, you will have a much easier time of it.

Welcome to Stress-Free Selling Selling,®

Jenae