Secrets of closing the sale!
Chapter 28: USE QUESTIONS TO COMPLETE THE TRADE
“The more you engage with customers,
the clearer things become
and the easier it is to determine what you should be doing.” – John Russell
Q: How to convince customers to buy?
A: You convince the customer
by asking questions
that lead the customer to a purchase decision
because that is the idea he initiated.
This pressure is self-created,
it comes from within
and is very powerful.
Socrates said:
If the other person does not hesitate
to agree with your statement
(they cannot refute it),
use it to ask a series of follow-up questions
and close the issue with a question.
I believe you will get the answer you want.”
Talented attorneys still use this tactic
to convey their will to the jury.
People need to wake up
and realize that life doesn’t wait for you.
If you want something,
get up and go after it. — Robert Kiyosaki
**********
SELLERS MUST KNOW HOW TO QUESTIONS
Rich people do not focus on the problem
but always aim for the goal.
The rich and successful are solution-oriented:
They spend their time
and energy strategizing
and planning to deal
with the challenges that may arise,
The bottom line here is that
if you become an adept at handling problems
and overcoming any difficulties. — Aysa Angel
The ability to ask questions
similar to the ability to tailor
and use your voice appropriately
is an often forgotten
and under-appreciated skill in the world of sales.
It’s a skill we never learned.
I say this because in some cases
the average six-year-old will ask four hundred
to seven hundred questions a day,
whereas the average college graduate
only asks about thirty questions.
If you are a life-savvy person
or you pay attention to children,
you will find a six-year-old child learns more than a graduate student.
Asking questions is an extremely important skill
that we need to learn and hone.
I’m going to give you some questions that,
depending on the situation,
you can modify to suit each situation when using.
However, in many cases the same idea can be used.
Some questions are always associated
with a certain attitude,
others have to do with creativity
and predictable events or other tricks.
For example, sales training expert Tom Hopkins said
that if you work as a real estate agent,
after getting to know the client,
you should take them on a tour
of the house you are recommending.
You should ask questions like:
Where in the living room do you plan to place the sofa?
Where will Johnny’s bed be, sir?
Do you prefer placing it against the wall
or in the center of the room?
I want to remind you:
customers have no reason to be upset
with questions like these.
One more question:
“Just the amazing view of this splendid home/
or just this fully equipped kitchen
and private office is worth seeing, isn’t it, sir?”.
Or: “If this house is nothing special other than location,
it deserves your attention, right, sir?
To prepare for the eventual closing,
you can sometimes use a starter question like:
“Sir, many years ago,
Andrew Carnegie,
the man responsible
for the development of the business.
career of 43 millionaires
(there were not many millionaires at that time),
once said: ‘Show me someone
who has the courage to make a decision,
act on it,
and always believe in what he wants.
I will show you a man who always succeeds.”
Most successful entrepreneurs agree with that view,
so what do you personally think about this?”
You will find most customers agree with that.
When talking to a trader about investing
in productivity-enhancing equipment,
machines,
or processes,
you’ll only need to use one such question.
However, this question will not work
in case you intend
to sell a young couple some wooden furniture
that they are not sure they can afford to buy them.
The secret to success is not to avoid, falter,
or cower in fear of your problems.
The secret to success is to develop yourself
so that you can stand above any problem. — Aysa Angel
**********
16 QUESTIONS TO HELP SUCCESSFUL END OF TRADE
Objectively, in life,
sometimes we feel fear is inevitable.
But even so,
subjectively,
fear can be eliminated by awareness.
Get to know successful people
and you will see that they are not better than you,
but more daring than you.
As long as you dare to face your fears,
bravely accept challenges,
steadfast faith and clear goals
will help you overcome fear. — Aysa Angel
Similar to the situation related to real estate above,
when introducing a computer or a certain device,
you can ask the customer one,
some or all of the 16 questions as follows:
Question 1: “This feature alone is worth it for you to own, right sir?
Question 2: “When installing this device,
would you like us to describe the main features?”
Question 3: “In your opinion,
for convenience,
should we deliver today or wait until next week?”
Question 4: “Do you want us to mark this product as sell
while we double check the terms
before making payment to you?”
Question 5: “Do you need to consult anyone else
before ordering, sir?”
Question 6: “Will the purchase requisition be made
by this department/department, sir?”
Question 7: “Do you want to pay through your bank
or will we arrange a credit agreement for you?”
Question 8: “We have very little inventory,
can you wait another three weeks, sir?”
Question 9: “Do you want to pay in the form of 70/30 or 30/70?”
Question 10: “Do you prefer the blue or red model?”
Question 11: “Do you choose to send goods
by express or by regular air, sir?”
Question 12: “Do you want the sweepstakes
to have your name on it?
or your wife’s name?”
Question 13: “Between a golf course
and a vacation by the lake,
which reward appeals to you more?”
Question 14: “If you find this product really beneficial to you
and completely satisfied with the
terms that come with it,
is there anything else stopping you from buying today?”
Question 15: “You must be aware of the economic benefits
of reducing unnecessary high wattage lights
where energy efficient lamps can be used at most times fixed in the day?
Question 16: “Do you think it is wiser
to buy/invest in a quality device
because in the process of using it,
you don’t have to worry much?”
An open mind
and a willingness
to receive are extremely important factors
when you want to create wealth. — Aysa Angel
*********
“GET CHOICE” TARGET
Not because the rich deserve better,
but because they are always ready to receive,
while most of the poor are not.
Things get worse if you’re not ready
to fully embrace it,
because you’re training the universe
to give you nothing! — Aysa Angel
When I was selling household items like porcelain dishes,
cutlery sets
and crystal items to single girls,
one of my most important
and difficult tasks was helping them choose exactly the right item,
and above all it must be their own choice.
I usually recommend porcelain sets first,
and since there are seven different sets I go for it:
The first set of dishes
I chose to recommend was one we knew she would love
because it was a “safe” solution.
Whether she necessarily likes it
or not is another matter.
After all the praise for the first set of dishes,
I continue to recommend the second set.
Then I asked the first question:
“Mary, if these were the only two sets of porcelain dishes in the world
and you had to make a decision right now,
which one would you choose?”.
After she makes a decision,
I’ll put away the rest of the walk.
I did this sequentially until the seventh set of dishes,
and in any case,
I easily knew what the customer’s final choice was.
Once she had selected the best set of dishes,
I gave her one more option
before closing the deal:
“Ms Mary, would you like a set for five or seven?
Then I completed the order after receiving Mary’s reply.
Many years ago,
when my friend Mike Ingram
was President of Tufts & Son in Oklahoma,
I often referred to him
as “America’s Number One Rodenticide Specialist”
for the following reason:
Mike and his company
His company used a variety of ideas to improve sales,
and one of them was promoting an extra 22mm rifle.
Mike trained his staff:
after explaining the promotion campaign clearly,
would close the sale
with the following question:
“Do you want the one
with the promotion of six cases of rat poison
or would you buy nine to get a promotion for a 22mm rifle?”.
With this tactic,
Tufts & Son has gradually led customers to larger orders
and broke the record
for the number of successful deals in its sales history.
The entire questioning process requires customer involvement.
Sales expert Harry Overstreet once said,
“If you want to influence people,
it is essential to get them engaged.”
Get them involved in your plan
your chances of successfully closing deals will be greatly improved.
The question “Sir, if I were to recommend you something
that could save you and your company a lot of money,
would you decide to act now?”
in most cases will bring you unexpected results.
You should not ask the customer,
“What do you think about this?”
if you don’t want to make it hard for yourself.
As I said at the beginning,
the thinking brain is only a tenth of the emotional brain,
and people often don’t buy rationally,
but emotionally.
They don’t necessarily buy what they need,
they just buy what they want.
However, the sentence
“How do you feel about this product/service?”
will give you a better chance of successfully closing a deal.
The key to financial freedom
and great wealth is a person’s ability
or skill to convert earned income into passive income
and/or portfolio income. ― Robert Kiyosaki
******************
BACK TO THE STRATEGY “BELIEVED”
Smile, it is the key that fits the lock of everybody’s heart. – Anthony J. D’Angelo
Doug Edwards perfected
and taught a tactic known as “binding,”
a tactic he has used to great effect in his work.
Usually a customer will ask questions like:
“Does this product have a blue model?”.
A “yes” answer makes it even harder
to get close to closing the deal.
At that time,
you should ask again:
“If there is a blue model,
do you want to buy it, sir?”.
When a customer answers your question,
he intends to buy that product.
You should tie the customer’s purchase intent with the sentence:
“We can deliver to you within three weeks,
but do you want us to ship sooner?”.
If a client asks,
“Will these drapery fit my home?” ask them back:
“Sir, if I could make them harmonize.”
with your house, will you buy them?”.
This question will help you “bind” the customer more.
Doug often proactively closes his questions
with the following bindings:
“What this red color is very beautiful, isn’t it sir?”,
“The thicker this product is,
the more convenient it will be, right sir?”,
“The economy of the product will increase its competitiveness, doesn’t it sir?”,
“Do you think this extra color makes the house feel larger?”,
“The view tonight brings you great memories, doesn’t it sir? “.
Each question should be geared
towards getting the customer to accept your offer,
and the act of concluding the offer
with a persuasive question will make the deal easier.
The next section in this book will help you better understand the bindings
that I have used throughout this book.
A particularly important aspect of the “binding” strategy is
that you should use simple words and emphasize a few key points.
Sales training expert Phil Lynch says that in English,
by all means try to avoid separating the word “not”.
Use the words isn’t,
shouldn’t,
wouldn’t,
can’t,
couldn’t, doesn’t, won’t…
instead of is not,
should not,
would not,
can not,
could not, does not, will not…
Now, develop your own questions
that are specific to your customers and products.
Remember that professional salespeople are constantly learning
to become more professional.
This is not an easy thing to do
but the emotional satisfaction
and financial benefits it brings are significant!
Remember, your mind is your greatest asset,
so be careful what you put into it. — Robert Kiyosaki
**********
STRATEGY “LOVED CUSTOMERS”
The people who make you smile from just seeing them,
those are my favorite people. – Koi Fresco
If you’re selling at a fashion store,
when a customer walks in and says,
“I’m looking for a suit…”,
smile and say,
“Nice to serve you,
menswear on this side, sir,”
and you go that way.
After a few steps,
you turn to the customer and say,
“If you don’t mind,
for the sake of convenience,
may I know what occasion you’d like this suit to be for, sir?
Or are you looking
to complete your suit collection?
Not only will this approach get you instant sales,
but it also shows you’re a professional
and genuinely care about your clients.
This question is also the beginning of the “loyalty customer” tactic.
The same approach works very well in retail stores
(furniture, specialty or general department stores…).
This tactic will lead customers
to a decision more important than simply spending money
to buy a specific item.
I’m sure your sales career will go further mainly
because of your skills in questioning
and changing intonation than any other skill.
Most sales people are aware of the importance of asking questions,
but most of them make serious mistakes
in the questioning process.
First of all, that’s how to ask questions.
They, like “investigative police”,
are constantly asking questions
and being overly assertive.
Next is attitude.
The attitude of the seller is a very important thing.
Salespeople must keep in mind
that service attitude always comes first.
When the customer has not yet agreed,
he should not ask any questions.
To get the customer’s permission,
do the following:
“Sir, in order to facilitate your information support,
I need to ask you a few questions.
Does that bother you?”
This way of asking questions
will not only help you get a positive answer
from the customer,
but also let the customer know
why you are asking the question
and force them to answer you.
Money is very important!
It’s ridiculous for someone
to claim that money is
not as important as anything else in life.
What do you think is more important
to us humans,
legs or arms?
Or are both equally important?
Money is the lubricant that allows you
to “slide” through life gently, smoothly,
instead of being scratched constantly.
Money gives you freedom,
and freedom to buy what you want,
freedom to do
what you love in your time.
Money allows you to enjoy the finer things in life,
as well as giving you the opportunity
to help others have a better life.
Best of all, money allows you not
to expend energy worrying about
not having money.
Happiness is also important.
Rich people think “both”.
The poor think “one of two” — Aysa Angel
************
Chapter 29: TIPS FOR DIRECT SELLERS
Before you can become a millionaire,
you must learn to think like one. ― Thomas J. Stanleyt
This chapter is intended primarily for direct sellers.
However, no matter what you do or sell,
I encourage you to read the following pages at least a few times
because they will surely help you to get some ideas
or tactics suitable
for each situation you may encounter in your career.
“I discovered that wealth is a kind of perception
and that anyone can perceive it
by thinking like a rich person.”– Andrew Young
*********
KNOW WHAT YOU DO – DO WHAT YOU KNOW
Total wealth is the absolute
and most accurate measure of wealth,
because if need be,
what you own can be converted into cash. — Aysa Angel
Once upon a time,
fox and rabbit met at a pub.
The story between them revolves around their “old” rival
the hunting dogs of the local hunters.
The fox bragged that he was not afraid of the hounds
because he had many ways
to escape their encirclement.
It discovered that if the hounds did come,
it could either retreat into its “territory”
and hide until the danger passed,
or, as quickly as lightning,
it would run out of the den
and no hound would be able to find it
to keep up with its speed.
It will run to the nearest stream
and then plunge into the water
and the hounds will completely lose sight of it.
It can even run in circles around its place a few times,
confusing the hounds
and then jumping up into the tree
to “watch” the dogs tickling below.
The fox is very cunning,
and he is also very confident in himself.
In contrast to the fox,
the rabbit is quite shy
and slightly embarrassed
when he admits
that if a whole pack of hounds comes,
his only way is to run away,
as people say about him:
“cowardly” like a hare.”
Just as he said that, a dog barked.
Just like the rabbit said,
it rushed out the door and ran for its life.
The fox hesitated
as to whether he should lock the door and hide in the inn,
or run as fast as he could to the stream
or run around confusing the hounds and climb the tree.
While it was still thinking about how to use it,
a whole pack of hounds rushed over and ate it.
The implication of this story is simple:
It is better to use some effective trick or technique
that you know well than to know all the techniques in this book
and not use any at all.
The Art of Advanced Selling encompasses a wide range of tactics and techniques.
First of all, the tactics mentioned are applicable
to all sellers around the world
no matter what product they sell.
Every sales person with personal creativity
can sell very special products or services.
Of course, I don’t know every tactic,
but in this book,
the techniques
and principles of selling are covered in a broad range
and with a purpose.
The purpose of the book is to help salespeople in all fields
become more professional
and more successful.
Because there are countless sellers
who offer their products
to many different customers
Therefore, there will inevitably be many different ways
to approach customers.
One thing that you can easily see is this:
all the closing tactics used in The Art of Advanced Selling
are highly educational.
You should remember that the customer will say “no”
to your product
when he does not gather enough information to say “yes”.
Therefore, we need to add information
and reasons and reasons
(emotional and rational)
that justify their purchase of the product
for their own benefit.
Gerard I. Nierenberg once said at the launch
of the book The Power of Personal Selling:
“Customers want to know a lot of things,
but they don’t want someone to teach them to do this or that.”
Since you’ve come a long way in this book,
I have reason to believe that you’ve learned
and are using the tactics and techniques we’ve covered.
I also believe you will continue to be excited to learn
and apply the other strategies mentioned here.
Never depend on single income,
make investment
to create a second source. ― Warren Buffet
********
A “LONG TERM” COMPLETE TARGET
“The universe is completely balanced and in perfect order.
You will always be compensated for everything that you do.”— Brian Tracy
This is a particular tactic used by direct sellers,
but with various variations,
it can be used for areas such as cars,
real estate,
home appliances
or products installments at shopping centers
or specialized stores.
This tactic is used after the value of the product has been created,
but before you provide complete information
about the product to the customer.
When I first entered the world of sales,
many people called this the “great-grandfather” tactic
because it was “as old as the earth”.
Some sales trainers see it as an “order book” tactic,
but others see it as a “basic” tactic.
Gene Montrose, a sales trainer from Portland,
Oregon, calls it tactic “disclosure,”
and I find the name more appropriate.
“It is not your customer’s job to remember you,
it is your obligation and responsibility to make sure
they don’t have the chance to forget you.” – Patricia Fripp
*********
STRATEGY “DISCLOSURE”
“The two most powerful things in existence:
a kind word and a thoughtful gesture.” – Kenneth Langone
When the value of the product has been built
and the salesman is nearing closing the deal,
he will say something like this:
“Ladies and gentlemen,
as you know,
Uncle Sam is a interferes man in many aspects of our lives.
Some things he does very well,
some things not so well.
One of his rules,
which I believe is good,
is that companies must “disclose”
to their customers all the details of a deal.
Ethical salespeople
and companies support this rule.
Ladies and gentlemen,
in compliance with government regulations,
our company always provides customers
with all the necessary information
not only in each deal
but in each of our offers.
This keeps customers
from getting confused about our product and its cost.
And if you talk to your neighbor
about our offers on the same product,
you will find them identical.
Hope you won’t hesitate anymore
when working with a company
that provides information openly
and fairly to all customers.”
(Now, if you read the last part again,
you’ll notice we’ve “published” all of our information.
This means:
“You should write your order now! “)
“Spend eighty percent of your time
focusing on the opportunities of tomorrow rather
than the problems of yesterday.” — Brian Tracy
*********
MAKE ORDER
“Be nice to people.
It doesn’t cost anything.” – Grant Cardone
“Sir, the order you
and I just discussed is order number 87
[for now, your order should be clear, legible,
and proportionate
when you write number 87].
The amount on this order is $39,995.
Shipping and handling fees are $2,000.
So the total is $41,995.
The government requires us
to pay taxes on all their assistance,
and the tax will be $3,355,
so the total value of the shipment is $45,350.”
At this moment,
Surely customers will be more interested and say,
“Wait, I didn’t say I would buy from you!”.
When you encounter similar questions,
respond with:
“Oh yes, of course.
I explained it in order
to make you aware of the specific terms of our offer.
Sir, personally,
I believe you are the one who never says “yes”
or “no” to anything
until you know for yourself
whether to say “no” or “yes”, right? , Sir?”.
The ability to sell is the number one skill in business.
If you cannot sell,
don’t bother thinking about becoming a business owner. — Robert Kiyosaki
******************
STRATEGY FOR MAKING THE “SECOND DECIDES”
“Go the extra mile,
there’s no one on it.”– Grant Cardone
This strategy is influenced by several factors.
First of all,
when you switch
to the “customer choice” tactic,
you are leading the customer
to a temporary decision
and then to their main decision.
Even if the customer does not purchase at this point,
your efforts are not in vain
because you have helped him identify the order,
terms and options available.
This is extremely important
because the client needs enough information
before he can make an informed decision.
The clarification process gives the client confidence
because at least he knows
what he is deciding to do.
And it’s no surprise that clarity makes customers confident.
Sometimes, clients also need a “quiet time”.
Because of this,
I once missed a deal,
but later
when I analyzed the other features in more detail,
the client changed his mind
and asked a question regarding the “disclosure” tactic:
“Is the above payment in 20 or 18 months?”,
“How long does it take to deliver?”,
“Suppose I choose to pay monthly
and then decide to pay it off all at once,
what would the penalty look like? any?”
Many times the client will say “no” at this stage
but after having a “quiet time”
and getting enough additional information,
he will make a yes decision.
The richest people in the world build networks.
Everyone else is trained
to look for work. — Robert Kiyosaki
******************
CUSTOMERS NEED TO CONSIDER OUR “POCKET OF MONEY”
Successful investing takes time,
discipline,
and patience.
No matter how great the talent or effort,
some things just take time:
You can’t produce a baby in one month
by getting nine women pregnant. — Warren Buffett
There are many times
while I am passionately explaining additional features,
but customers still do not pay attention to what I say.
He is thinking about other payments that must be made first,
and then he can make this new deal.
That is one of the reasons
why the “disclosure” strategy should be implemented soon after
the customer has enough basis to evaluate a deal.
This tactic helps customers thoroughly understand the basic,
accurate information to make decisions.
This tactic wasn’t created to “trick” someone
into buying something he doesn’t need,
don’t want,
or can’t afford.
This tactic is only useful to genuine customers
who are hesitant
and need a more tactful persuasion
to act in their own best interests.
We are all in the gutter,
but some of us are looking at the stars. ― Oscar Wilde
********
STRATEGY “TENNIS SUCKING”
All the statistics in the world can’t measure the warmth of a smile. – Chris Hart
I am absolutely convinced
that I am correct in assuming that any experienced salesperson
who has ever persuaded married couples
to buy has been in a similar situation:
Husband: “Honey, what do you think?”
Wife: “Oh, it’s all up to you!”
Husband: “No, I’m the one using them!”
Wife: “Yes, but you are the one paying.”
And the two kept arguing about it.
When this happens,
you can be sure that one of the following three situations is happening:
(1) Both husband and wife want to buy the product,
(2) Neither of them agree,
(3) One one agrees and one doesn’t.
However, it is also easy
to see that no one wants to make the final decision.
Each player pushes the “ball” to the opponent’s court
and says to the other:
“You make a decision!”
Since everyone is hitting the ball back and forth,
we call this the “tennis racquet” strategy.
More importantly,
you need to understand that if you just sit out
and watch the “game” unfold,
one of them (usually the husband) will smile and say,
“You know, we mean it.
I was about to buy this product
but unfortunately my wife couldn’t make a definite decision.”
You’ve gotta dance like there’s nobody watching,
Love like you’ll never be hurt,
Sing like there’s nobody listening,
And live like it’s heaven on earth. ― William W. Purkey
*********
SOLUTION TO THE ABOVE SITUATION AS FOLLOWS
Silence and smiles are two powerful tools. ― Aysa Angel
You’ll say, “Sorry guys,
I know I shouldn’t say this,
but I’ll say it anyway.
I don’t think either of you should be making a decision right now,
because you’re emotionally driven,
and that could lead to a wrong decision.”
And apply the strategy below.
“Your problem isn’t the problem.
Your reaction to the problem is your problem.”– Grant Cardone
********
STRATEGY “BEN FRANKLIN”
People seldom notice old clothes if you wear a big smile. — Milton A. Lee
I don’t know who came up with this strategy or when,
but my friend Bill Cranford passed it on to me in 1947. Tell them:
“Instead of making decisions emotionally,
I think we should borrow a page
from the life of one of the wisest men in America.
That’s Benjamin Franklin.
Whenever faced with a difficult decision,
he always took out a piece of paper,
drew a line in the middle,
dividing the paper in half,
on the left he wrote the word “should”
and the right “shouldn’t”.
(Later, Percy Whiting
– author of the Five Golden Rules
of Sales also used this method.)
Ladies and gentlemen,
I think we should also follow this sequence,
This is the simplest way to see the facts that indicate “should”
or “shouldn’t” buy this product.
And use factual information to make decisions.
Do you think this idea makes sense?”
Do what you have to do
until you can do what you want to do. ― Oprah Winfrey
*********
EXPLAIN WHY THEY SHOULD BUY YOUR PRODUCTS
Yesterday is history,
tomorrow is a mystery,
today is a gift of God,
which is why we call it the present. ― Bill Keane
“There are many reasons
why you should buy this product.
First of all,
because grandparents like it…”.
However, you shouldn’t count your “should”
or “shouldn’t” reasons until you’ve written down all of them.
If you keep counting the number of “should” reasons,
there will be a “quantity” debate
between “should” and “shouldn’t”.
Customers may also see this as a challenge
to come up with multiple “don’ts” reasons.
Some “shouldn’t” reasons can be “ridiculous”,
but they view giving them as entertainment
and so you won’t be able to control the situation,
even if the Whichever has a greater number of reasons.
You say the first reason “grandparents
like the product” is because people buy
what they want, not necessarily
because of the need.
Second reason [you know it’s the second reason
but don’t write its serial number]:
“You think our product saves money”
[Continue with the above reason
why you should buy row.]
With “shouldn’t” reasons,
you begin your list by saying,
“One of the reasons you shouldn’t buy this product today is…
[list obstacles that come up in the list] decision making process].
You need to state the main reason
or obstacles the customer has raised.
If you don’t, they will.
If you do it yourself,
you can remove a few minor obstacles yourself.
Then you shut up and let the customer list other “shouldn’t” reasons.
If you do your job well,
you will have more reasons to agree than disagree.
Financial peace isn’t the acquisition of stuff.
It’s learning to live on less than you make,
so you can give money back and have money to invest.
You can’t win until you do this. — Dave Ramsey
*********
AND, COMPLETE THE TRADE
Be mindful.
Be grateful.
Be positive.
Be true.
Be kind. ― Roy T. Bennett
Now it’s time to add up the total number of reasons in each column and say,
“Let me see, one, two, three”.
[Write the number in big,
bold bold and circle it a few times].
“The reasons shouldn’t be one,
two,
three…
[You write the total and also circle it].
According to Percy Whiting,
at that point you should hand the paper over to the client and say,
“Madam, can you make a decision?
Do we continue with “should”
or “shouldn’t” reasons?
(Let the customer answer.)
Regarding this technique,
Charlie Cullen says that you need to be a little bold
when giving the paper to the client.
Look them in the eye,
reach out and say,
“You know what,
if all my clients used this approach to decision making,
my job would be more enjoyable so many.
Then you will love this product!”.
Many sales people often ask me,
“Zig, does this really work?”.
The answer is:
“It doesn’t always work”.
That is the main reason
why a presentation
or persuasion part of the sales process should start
with the most practical benefits
and end with the next big practical benefit.
This is important
because your audience will remember the beginning
and the end of your presentation the most.
However, the arrangement of “should”
and “should not” is only relative.
First of all, customers may have only one objection,
but often they say,
“I don’t intend to buy it
and I don’t care how many reasons
why I should buy it.”
Plus, customers don’t buy anything
for the ten reasons you and they list.
In most cases,
they buy for a primary reason
and a secondary reason.
Keep away from those who try to belittle your ambitions.
Small people always do that,
but the really great make you believe
that you too can become great. ― Mark Twain
**********
PLEASE APPLY THIS STRATEGY TO ALL THE CUSTOMERS’ RELATED FAMILY
Big thinkers understand the importance of saving and investing,
so they focus on getting rich
by serving people and solving problems. — Steve Siebold
You make the list above to show the client the legitimacy of the problem.
When making a purchase decision,
customers need to be more certain,
so they will talk to their husband/wife,
relatives,
friends… to gather more information.
Many shoppers are initially excited
but then give up
because their loved ones lashed out at
or ridiculed the decision they made.
The “Ben Franklin” strategy list of reasons
not only helps you get a deal,
but sometimes helps keep it going.
So, I encourage you to follow this process.
Later I will refer to “reason in terms of
emotions” and will better explain
why this tactic should be used.
Each tactic should be a “highly educational” process,
and while the tactic doesn’t offer any new reasons
for a buying decision,
it sums up the reasons already mentioned.
This gives the client peace of mind
and confidence that the new decision
(in case he soon says “no”) is correct and wise.
There are two factors that are extremely important:
first, even though customers have obtained information about goods,
products or services,
they may still miss an important point.
Second, a customer can have all the necessary information
and still make the wrong decision.
“Ben Franklin” tactics will help them make sure
they don’t miss a single key point,
and the review process
will help reduce the chances of the client making the wrong decision.
A man’s worth is no greater
than the worth of his ambitions. ― Marcus Aurelius
******************
STRATEGY “IDOLIZATION”
“If you’re not as rich as you’d like,
there’s something you don’t know.”– David Wood
Here’s a tactic you can use in the event
that a couple “speaks out” eloquently
during the entire introduction
or closing session but ends up saying,
“We don’t have enough money
to buy a this product!”.
Usually, in such cases two situations occur.
Either the wife has the right to decide
(as we often say: “his orders are not equal to hers”),
or all matters are decided by the husband.
If the wife does not have the power to decide,
she will try to plead with her husband
by showing that she is willing to “give up”
what she currently wants in order to gain support
and benefits in more future.
In such cases, if you want to get the deal,
you have to know how to motivate the wife
to convince her husband
to rethink the issue
and you can get an advantage in working with her.
When she said,
“We don’t have enough money to buy this product!”
you should smile and turn to your husband:
“Sir, it’s always interesting to hear your wife say that.
Because I believe she said this lest
you think she was thinking only of herself.
Sir, I honestly don’t believe your wife bought this product just for herself.
Wouldn’t it be great
if all the wives thought like this lady?
[What the husband says is wonderful.]
Sir, you are very lucky to have such a generous life partner.
Of course, the housewife is also very lucky
because I dare to bet that he is the one
who always knows how to give love
and praise to such a wife.”
Now, let’s pause and consider the situation
you’re posing for the client.
First of all, you are idolizing the wife.
She’ll think you’re a sophisticated salesperson.
She’ll be more than willing to listen
to you and more importantly,
you’ll make her feel important.
You also make a good impression on your husband
because you’re not only “challenging” him
to do your best to satisfy your wife’s wishes,
but you’re also full of praise for him.
Does this tactic really work?
The answer is that
this tactic is very effective in some cases.
Remember,
each tactic you use creates an opportunity
for the customer to move on
and make a new decision.
Customers have more factual information
as well as emotional connections to make decisions.
This also means that customers are pushing themselves to buy.
I would also like to remind you
that each end is a process that increases the value of products
and services in the mind of the customer.
It is clear that if you increase the value of your product
in the mind of the customer,
if you know and use enough emotional and/or educational tactics,
you will There are things that are more valuable than money.
A smile is a curve that sets everything straight.- Phyllis Diller
********
STRATEGY “HOLD THE US IN YOUR HAND”
“Money isn’t everything…
but it ranks as equal to oxygen.”– Rita Davenport
There are many cases
where you just can’t get rid of the real reason a customer refuses to buy.
But you believe you can still do something
before the customer says “no”.
Then, approaches based on exploration,
patience,
or guiding questions won’t work,
and the “hat in hand” strategy,
outlined just below,
will. effect.
Obviously, when you’ve missed a deal,
you only have to “pack your bags”,
pack all the papers in your briefcase and say goodbye.
In the past, all salespeople wore hats,
so this tactic was born from that day and is known
as “holding a hat in hand”.
Today, some call this tactic a “missed deal.”
When you fold the paperwork
and put it away,
show that you are about to leave the meeting point,
that you appreciate your client’s valuable time
and hope you will have the opportunity to work
with them in the not too distant future.
You get up, prepare to walk to the door
and turn around to say to the customer:
– Sir, do you mind if I ask you this question,
but if you help me answer this question,
it will mean a lot to my career.
You will be surprised to find out how many people are willing to help.
Then you say:
– The truth is we haven’t made any sales today.
And I certainly won’t sell to anyone else either.
I still hope that you will buy my products
because I think they are suitable for your needs.
However, perhaps
because I did not explain the benefits of the product clearly,
he did not choose to buy it.
I feel very sorry.
If you can help point out the mistakes I have made,
I believe they will help me a lot
when working with other clients.
In most cases, customers say:
– It’s not your fault.
I don’t buy because…
And it is at this point that they will tell the real reason.
At that time you should clap your hands
or snap your fingers together
and shout out loud and say:
– Oh, I didn’t notice that, sir?
No wonder he hesitated even now!
If I were you, I would be too.
How did I make that mistake?
You quickly open your briefcase,
give the customer the answer to that obstacle,
and then “close” deal with questions:
– Could these help you make a different decision?
This is not something that happens often,
but from my own experience
I would say that in certain trades you can
still use this strategy successfully.
There are two things to emphasize here:
First, explain the problem briefly,
and if you can’t get the order,
it’s time to step back and start another journey.
Second, if you really believe
that you and your product meet the needs of the customer well,
then act in the customer’s interest.
This is a tactic that requires a bit of daring and risk,
but it will help you become a seasoned salesman
instead of an out-of-date salesman trying to sound reckless.
To have the highest income,
you have to be the best.
This is another reason to keep learning
and improving your skills in whatever field you’re in.
It is noteworthy that the rich are not only constantly learning,
but they are always looking for
and learning from the very best people
in the fields they want to be in.
I’ve always made it a rule to learn
from the true masters of their field,
not those who claim to be experts,
but those who can use the results
to back up their word.
Rich people listen to advice from people
who are richer than them. — Aysa Angel
**************
STRATEGY “MY MOTHER SAYS…”
Money helps you live more comfortably,
opens doors and creates more opportunities. — Steve Siebold
Sometimes salespeople will encounter difficult
and frustrating deals.
That’s when they ask a “urgent” question
but the customer remains silent.
You should not continue to be silent
but wait a while.
I don’t say how long this should be
because it depends on the specific situation
(usually around 10 to 60 seconds).
Common sense and experience will limit that amount of time,
however, when you see a customer looking like
they’re about to say something,
it’s time to speak up.
Smile and say:
– Sir, when I was a child, my mother used
to say that silence is consent.
In your opinion, is it true what my mother said?
This will break the silence
and push the ball into the client’s court.
The question is:
“What will the customer do next?”.
I don’t think he would say,
“Your mother said that’s not right!”.
This is how to create “sales pressure”,
but the first purpose is to create an opportunity
for customers to create pressure for themselves.
The following story will guide you how to get the client
to agree to let you put pressure on him.
The problem is that sooner
or later that “tomorrow” will become “today”,
meaning that if you don’t care about tomorrow,
when tomorrow comes,
you will have to repeat the same sentence,
just say that.
To become richer,
you have two choices:
either to earn more,
or to spend less money on daily living.
I don’t see anyone pointing a gun at your head
and telling you how to live in the house,
what kind of car to use,
what designer clothes to wear,
or what food to eat.
You have complete freedom to choose
and decide your lifestyle.
It’s a matter of preference. — Aysa Angel
*********
THE STORY OF CHUCK ADKINS
Money has the power to buy you things.
But a much bigger power of money is in generating more money for you.
Those who are able to manifest the latter,
are never short of it. ―Manoj Arora
On the surface, Chuck Adkins doesn’t look like a salesman.
He has a fairly modest education.
When he first started selling,
he only had a bicycle to use as a means of “practicing”.
In my opinion,
Chuck shouldn’t be in sales.
However, an aspiring young trader hired Chuck
as an agent for a three-day product promotion plan.
The young man had hired four people before
and Chuck was the fifth.
In that short time,
Chuck not only managed
to stay in the group,
but became the leader of the group of five.
Not long after,
he became the number one salesman in the area,
then the number one in the state,
the number one in the whole South,
and the seventh in the United States.
When Chuck became the number one distributor in the entire South,
I decided to learn what he was up to.
I arrived in Georgetown early on a beautiful Monday morning
so I could observe Chuck’s work in full.
I will never forget Chuck’s performance that day.
Chuck and his assistant cooked a “show” meal
in front of several couples.
As for Chuck’s cooking,
I’m glad I decided not to try them.
However, Chuck presented and fulfilled the set goals well.
By the time the rollout was over,
Chuck had made several appointments at the private homes
of the couples who were there.
You know, behind Chuck’s friendliness, cheerfulness,
and ease is his sharpness
and determination,
especially at times
when it is necessary to “close” a deal.
He has a great ability
to attract customers.
That time, a customer suddenly became angry
because he felt pressure
to buy from Chuck.
He banged the table and said very harshly
that he would never buy from a salesman
who pressured others.
Just don’t expect to get rich quick,
unless you figure out how to clone yourself. — Aysa Angel
********************
TARGET “ACCEPT PRESSURE”
Without passive income,
you can never be financially free. — Aysa Angel
With surprise and slight confusion,
I wondered how Chuck could get out of this situation.
I think Chuck has no choice
but to “get out of there as quickly as possible”.
But Chuck was as confident
as anyone I’ve ever seen in my life.
He sat there and shook his head repeatedly,
half talking to himself,
half saying to me and the customer:
“Sir, I won’t let this happen again.
I am very, very embarrassed.
Sir, like you,
I have very little sympathy for salespeople
who put pressure on customers
and even if you think I am forcing you now,
I dare not blame you.
I especially hate this because, here,
I’m a guest in your house
and it’s nice of you to invite friends
and neighbors to watch this showcase
as a way of supporting me.
Therefore, I sincerely apologize
for giving you such a bad feeling.”
Chuck spoke for nearly two minutes,
and his calm,
sincere demeanor made a positive impact on his guests
Moments later,
the customer sat back down
and Chuck started the conversation again:
“Sir, will you accept my apology
and we can still be friends?”
The customer laughed and said, ”
Oh, I don’t think there’s any harm here.”
Then the two shook hands to confirm their friendship.
At that moment, Chuck said,
“Sir, I know I’m a bit off track,
but do you mind if I ask you a question?”
Customer: “No, just say it.”
Chuck: “Sir, if I knew you were going to do something wrong
and it would be a waste of your money
and the housewife would have to do a lot of unnecessary work,
would you think I should tell you?
you that or do you think it’s none of your business?’
Customer: “I want you to tell me that.”
At this point,
Chuck smiled “very broadly” and said,
“Yes, sir, that’s what I just said,
but it upsets you.
Now I’m ready to do it again if you promise you won’t mind me.”
To my great surprise,
the client promised he wouldn’t be upset
and Chuck Adkins rephrased
and successfully closed the deal.
Chuck Adkins taught me a very important lesson about selling.
The question “Sir, if I knew you were going
to do something wrong…”
is the same request for permission
to pressure the client.
This question worked,
and Chuck made the deal.
Another lesson I learned from Chuck is
that we can all learn valuable lessons
from any one person.
The truth is Chuck taught me how to get clients
to let you put a little pressure on them.
This is not to say that Chuck knows more
about the art of selling than you and I do,
but Chuck knows at least one tactic that is completely new to me.
The message through this story:
Get useful lessons anytime and anywhere.
The rich like to be paid based on all
or part of the results they produce.
The rich often run their own businesses of some kind.
They generate income
from their profits.
Rich people work for commissions
or percentages of sales.
Rich people choose shares
and profit sharing options,
instead of agreeing to a higher salary.
Please note that there is no guarantee here
for any of the above types of income,
although we all know that in the financial world,
return is always proportional to risk.
Rich people believe in themselves,
in their worth and abilities.
The poor do not. — Aysa Angel
