We all know how it is. We do our part. We demonstrate the benefits and features of the product we sell only to hear some BS stall tactic from the person we are trying to help. It’s like a slap in the nuts in most cases. All we are trying to do as salesmen, is get them the product they want.
Why does doing that always have to be so complicated?
They are having the conversation with us. We know they want to buy. We know they like our stuff. We know what we sell will help them. Yet still, in the back of their mind, they are thinking of ways NOT to buy our stuff. They’ve been finding excuses to avoid making a decision since they contacted you.
It’s all a big game of cat and mouse. A big game that most of us are tired of playing. It’s like duck duck goose. In school it was fun, but as an adult it’s a waste of time and energy. I feel the same way when I hear prospects give me the same old song and dance after I make an offer.
To me, it never makes sense. To me time is money, so if I’m going to spend my time listening to a sales pitch, I’m most likely ready to spend my money. I’d never waste someone’s time as a window shopper. I don’t get it. If you want something and you can afford it, why not buy it? Especially if it’s something you need.
The second you make contact with a potential customer, that voice in the back of their head starts talking to them. Telling them things like “it’s expensive” “you can wait” “you really don’t need this right now” “you can live without it” and all the other BS we hear in our minds.
For some odd reason, most people don’t think they deserve what it is they are shopping for. Their subconscious will do everything it can to keep them from being happy. The sooner you come to grips with this as a salesman, the sooner you can start making the moves that shut these inner shenanigans down.
It all starts with your presentation, experience and how you carry yourself. As you get into more and more sales conversations, you’ll find the same objections popping up over and over. These are the objections you are used to overcoming. You know them. You know how to close over them. The key is to get them out of the way up front, and not wait to deal with them at the negotiation table.
If you’ve been selling what you sell a while and you know what people’s go-to objections are, you need to address those and get them out of the way early in the selling process. When that voice in their head tries to start talking, it will have to find new material, because you already covered the old stuff.
Stating and solving objections up front also shows the client you have experience in dealing with situations like they are in. Social proof is a hardcore influence mechanism. If you know how to use it to your advantage, you’ll close more often just by showing them you’re the person to solve their problem because you’ve done it before.
Also you need to make sure you are listening more than you are talking. The easiest way I know to do this, is by asking questions. When you get the prospect talking, and you listen well, you can hear and pick out the coming issues they are facing. This gives you a chance to close over them BEFORE they become a bigger deal.
Be sure that during the process you are asking the prospect if they like your product. Make sure you ask them repeatedly if the product fits their needs and is what they are looking for. When it comes time to close the deal all you’ll have to do is remind them that they like it and it’s what they need. What in the hell are they waiting for?
Another big issue that often comes up is price. Prospects LOVE to say it costs too much or that it’s out of their price range. These days, thanks to the internet and the lies online, people have outlandish expectations of what goods and services cost. The internet never details the situation when people talk about outlandish good deals.
The way to be proactive about price stalls, is to ask and address it up front. When you ask the prospect how much they plan to spend, it’s up to you at that point to help them spend it the best way possible. Yes, they are most likely going to give you a low ball offer. That’s cool, show them the low ball product. Then elaborate on why the next one up is really what they need.
If you get the big objections handled up front and early in the sale, the little objections later in the sale will be like taking candy from a baby. You’ll shut that a$$holeish voice down from the back of their head and pad your pockets with the fruits of your labor. Not to mention hooking the prospect up by ending their search and selling them what they needed.
If you’re looking for sales training that’s no fluff, no gimmicks and all straight talk, you’ll love my Show Up and Close online sales training program. It’s 28 audios designed for you to listen to every day before you hit the sales field. By repetition you’ll arm yourself with the best sales strategies that exist. Check it out at www.breakfreeacademy.com/entourage
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