Chapter 28: USE QUESTIONS TO COMPLETE THE TRADE
There are nearly 8 billion people in this world,
but it seems that it is only the stage of a small part.
Turn on the TV and hear all the information about them,
people talking to each other in the public sewer is also their topic.
Don’t think it’s unfair,
your goal is to become such an influencer.
Isn’t it? But I want to be like that.
You can only rely on yourself.
Others can bring you just the stage.
The role is up to you.
This world doesn’t wait for you to grow up,
nor does anyone grow up for you.
You can only overcome hardships
and grow on your own. – Cherry Nguyen
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.
Your current conditions do not reflect your ultimate potential,
but rather the size and quality of goals upon
which you currently are focusing. — Tony Robbins
SELLERS MUST KNOW HOW TO QUESTIONS
Ordinary people think merely of spending time,
great people think of using it. — Arthur Schopenhaue
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. a day.
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
(the number of millionaires at that time was not many), once said:
‘Show me someone who has the courage to make a decision,
to act according to the decision.
Decide that and always believe in what you choose.
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.
If you are too busy to enjoy quality time with your family,
then you need to re-evaluate your priorities. — Dave Willis
16 QUESTIONS TO HELP SUCCESSFUL END OF TRADE
If you are going to be successful,
you have to start hanging out with the successful people. — Jack Canfield
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 be in your name 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?”
The past is a place you can learn from,
not a place you want to live. — Tony Robbins
“GET CHOICE” TARGET
Every single cell in your body is affected by every single thought that you have. — Jack Canfield
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: “Mrs 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 the For others,
it is essential to get them engaged.”
Get them involved in your plan
and 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.
If you don’t trust, you will die if not physically then emotionally.
To do anything in life, you must have faith.— Tony Robbins
BACK TO THE STRATEGY “BELIEVED”
Don’t let anyone steal your dreams.
Follow your heart,
no matter what.— Jack Canfield
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 bindings like these:
“This red curtain is beautiful, isn’t it, sir?”,
“The thicker this product is, the more convenient it will be, yes, yes. right sir?”,
“The economy of the product will make it more competitive, won’t it sir?”,
“Do you think this extra color cushion makes the house feel larger in size?”,
“The scene tonight brings you good 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!
There is always room in your life for thinking bigger,
pushing limits and imagining the impossible. — Tony Robbins
STRATEGY “LOVED CUSTOMERS”
The only real security in life comes from knowing
that every single day you are improving yourself in some way. — Tony Robbins
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.
Attitude of the seller is very important.
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.
The way we spend our time defines who we are. – Jonathan Estrin
Chapter 29: TIPS FOR DIRECT SELLERS
To attract more money,
you must be attractive, in the sense
that people will want and prefer your products
or service over those of your competitior. — Jack Canfield
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.
Never settle for anything less than your best. — Brian Tracy
KNOW WHAT YOU DO – DO WHAT YOU KNOW
The key to success is for you to make a habit throughout your life of doing the things you fear. — Brian Tracy
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 can 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.
Every time you share your vision,
you strengthen your own subconscious belief
that you can achieve it. — Jack Canfield
A “LONG TERM” COMPLETE TARGET
Every time you take a risk or move out of your comfort zone,
you have a great opportunity to learn more about yourself
and your capacity. — Jack Canfield
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 say it
that it is a “basic” tactic.
Gene Montrose, a sales trainer from Portland,
Oregon, calls it tactic “disclosure,”
and I find the name more appropriate.
No matter how many mistakes you make
or how slow you progress,
you are still way ahead of everyone who isn’t trying. — Tony Robbins
Anybody can wish for riches,
and most people do,
but only a few know that a definite plan,
plus a burning desire for wealth,
are the only dependable means of accumulating wealth. — Napoleon Hill
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 man. interferes 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! “)
Repetition is the mother of skill. — Tony Robbins
The world breaks everyone, and afterward,
some are strong at the broken places.
If you cannot do great things,
do small things in a great way.
Great achievement is usually born of great sacrifice,
and is never the result of selfishness. — Napoleon Hill
“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 point, the customer will definitely 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?”.
Focus on where you want to go,
not on what you fear. — Tony Robbins
STRATEGY FOR MAKING THE “SECOND DECIDES”
Your own mental attitude is your real boss.— Napoleon Hill
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 only real limitation on your abilities is the level of your desires.
If you want it badly enough,
there are no limits on what you can achieve. — Brian Tracy
CUSTOMERS NEED TO CONSIDER OUR
Luck is predictable; the harder you work, the luckier you get. — Brian Tracy
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.
Look for the good in every person and every situation.
You’ll almost always find it. — Brian Tracy
STRATEGY “TENNIS SUCKING”
There is never enough time to do everything,
but there is always enough time to do the most important thing. — Brian Tracy
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 situation
where similar to the following:
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.”
Successful people are always looking for opportunities to help others.
Unsuccessful people are always asking,
What’s in it for me? — Brian Tracy
SOLUTION TO THE ABOVE SITUATION AS FOLLOWS
No man can become a permanent success without taking others along with him. — Napoleon Hill
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.
Nobody works better under pressure.
They just work faster. — Brian Tracy
STRATEGY “BEN FRANKLIN”
Yesterday is gone forever.
Make the most of today and tomorrow if you wish to make up for lost time. — Napoleon Hill
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 factual information
that indicates “should” or “shouldn’t” buy this product.
And use factual information to make decisions.
Do you think this idea makes sense?”
You must take personal responsibility.
You cannot change the circumstances, the seasons,
or the wind, but you can change yourself.
That is something you have charge of. — Jim Rohn
EXPLAIN WHY THEY SHOULD BUY YOUR PRODUCTS
Successful people are decisive people.
When opportunities come their way, they evaluate them carefully,
make a decision, and take appropriate action.
They know that indecision wastes time
that could be spent on more productive tasks. — Napoleon Hill
“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.
Whatever we expect with confidence becomes our own self-fulfilling prophecy. — Brian Tracy
AND, COMPLETE THE TRADE
If it isn’t your job to do it,
perhaps it is your opportunity. — Napoleon Hill
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 customers will remember the opening part the most at the end of your presentation.
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.
Wages are good,…Profits are better. — Jim Rohn
PLEASE APPLY THIS STRATEGY TO ALL THE CUSTOMERS’ RELATED FAMILY
One skill you want to master in this day and age we live in,
if you want to have an extraordinary life,
is the ability to learn rapidly.— Tony Robbins
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.
Successful people are simply those with successful habits. — Brian Tracy
Wishing will not bring riches.
But desiring riches with a state of mind that becomes an obsession,
then planning definite ways and means to acquire riches,
and backing those plans with persistence
which does not recognize failure,
will bring riches. — Napoleon Hill
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 the future and 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.
The moment you commit and quit holding back,
all sorts of unforeseen incidents, meetings,
and material assistance will rise up to help you.
The simple act of commitment is a powerful magnet for help. — Napoleon Hill
STRATEGY “HOLD THE US IN YOUR HAND”
Time is the capital of your life, so spend it wisely. — Tony Robbins
There are many cases where you just can’t get rid of the real reason a customer refuses to buy.
So 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 could help point out the mistakes I’ve made,
I’m sure they’ll 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.
Successful people speak words of inclusion rather than words of separation,
words of acceptance rather than words of rejection,
and words of tolerance rather than words of prejudice. — Jack Canfield
STRATEGY “MY MOTHER SAYS
Life’s greatest rewards are reserved for those
who demonstrate a never-ending commitment to act until they achieve. — Tony Robbins
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.
It is in your moments of decision that your destiny is shaped. — Tony Robbins
THE STORY OF CHUCK ADKINS
The most important thing you can do to achieve your goals is to make sure
that as soon as you set them you immediately begin to create momentum. — Tony Robbins
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
Trying to find out what he’s doing.
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.
Life expects us to make a reasonable amount of progress in a reasonable amount of time.
That’s why they make those second grade chairs so small. — Jim Rohn
TARGET “ACCEPT PRESSURE”
Overcome your barriers, intend the best,
and be patient.
You will enjoy more balance,
more income, and more fun! — Jack Canfield
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, sincerity had a positive impact on the client.
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.”
“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.
You can’t change where you started,
but you can change the direction you are going.
It’s not what you are going to do,
but it’s what you are doing now that counts. — Napoleon Hill