Why Your Prospects Keep Saying Maybe

Right now you may be having conversations when you're doing deals, whether that's selling products or services or negotiating g- deals, whether that's business acquisition to buying properties, whatever deal you're trying to negotiate or whatever conversation you're trying to influence the other person on, my guess is at some point you're getting the word maybe.

Maybe, okay? Now what does that mean? Whenever a prospect says to you maybe, like you, maybe you ask them something and say, "Look, hey, like do you th- do you feel that if you got the right help right now you could solve your problem?" They use the word maybe.

"Well, maybe.

Maybe.

Maybe." So let's uncover the word maybe.

Why does maybe even happen, not just with your prospect but with you, because you use it unconsciously at times as well.

What is going on when someone says maybe? "Maybe you could help me, Jesson.

Maybe you could solve my problem.

Maybe it would be wise for me to invest a little bit more than I thought." Maybe, maybe, maybe.

Well, when someone says maybe, all that's signaling is a lack of certainty.

That's it.

When people don't have certainty, when they don't have clarity, they're in maybe land because they don't know.

How else are they supposed to know? How on God's earth are they going to know if they're in this l- state of like, "I don't know," lack of clarity, lack of certainty? So it's no wonder the word maybe comes up.

Now let me prove it to you.

How many times in your life have you been dead certain about something and someone said, "Hey, do you wanna do this?" And you were dead certain about it.

How many times have you just said yes without even thinking? Loads, right? I don't think any of you when you were absolutely certain about something have ever opened your mouth and gone, "Maybe." You haven't, because it's certainty.

So if you can understand that all behavior has a trigger behind it, every single word that comes out of someone's mouth, every single action that someone engages in, there is a trigger behind it.

And if you can get better at acknowledging the trigger and treating the trigger, not what's hap- coming out their mouth, you will be able to close 99% of the people that you're speaking to.

And that is a big, bold claim but I'm telling you now, if you can uncover the trigger, if you could deal with the trigger rather than the presenting symptom, everything starts to change.

So if you ever hear the word maybe, what can you do? Stop the conversation and acknowledge the uncertainty, and when you acknowledge the uncertainty you can start to explore where's that uncertainty coming from.

Where's that lack of clarity coming from? So let me give you an example.

Let's say for argument's sake you're bridging and getting ready to move into a close and you're, you're getting the prospect, you're using agreement frames and getting the prospect to agree to you that, that this would be the right thing for them to do, okay? For example you might say something like, "You know, based on all the information I've shared with you, do you agree that investing in what I'm proposing right now will massively take your problem away so that you will never have to worry about it again? Would you agree with me, Mr.

or Mrs. Prospect?" And they might go, "Yeah, maybe.

I guess so." 'Cause I guess so is another form of maybe, right? What do you do in that situation? It's very simple.

"I hear you.