Challenge a potential client with doubt. It’s not doubt about your product or service. Set up doubt in their mind that maybe they are not ready for your product. After all, your product can solve their problems, but can they handle it? The way you would present this is, “I am not sure if this product is right for you”, etc. You want to set up objections that they can easily challenge.

Another way to say it, “many companies are not ready for this incredible product, so I am not sure if yours is.” They will counter with their company is ready for anything. You are getting them to advocate that your product is right for them and that they are up for the challenge.

Of course, you don’t want to make it seem like your product is so complicated that their company really can’t handle it. That would shut down the sales process quicker than you could reach for your pen for them to sign the deal.
You want to make it seem as though others aren’t able to handle what you offer, and you aren’t sure the current prospect is. When you get them to this point, they will make strong cases why you should “let them” buy your products. You completely turn around the sales process in a way that makes it seem like you are in control. It’s almost as if you have to give them permission to buy to the point where they are practically begging you.

This technique doesn’t always work, and you have to use it sparingly. It probably won’t work on existing clients who you are trying to get more sales from. But, when you notice the right opportunity to put it to use, it can be quite effective. Just don’t go overboard with the implementation of the technique.

It’s also best used when you have spent some time with the client already. You’ll find it much less effective were you to start off your meeting with, “I don’t know if my product is right for you but…” You’ll likely be shown the door at that point. You have to get your prospect warmed up before trying it.

It can also be a good way to find out if the client has an interest in your product. If you spend some time with them and then start to close with your weak doubt challenge, if they agree with your doubt where they don’t challenge it, you probably have lost the sale at that point.

Hope it helps.

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