Secrets of closing the sale
Chapter 26: USING CUSTOMER’S OBJECTIVES TO COMPLETE THE TRADE
Your current situations
or problems have been sent to you
to teach you valuable lessons for success and happiness.
What are they? — Brian Tracy
Many times I have been asked,
“How many objections should you answer
before you get to the point of closing a deal?”.
In my personal experience you should only handle up
to three objections,
but preferably two
(keep in mind – there is a difference
between questions and objections).
When your client has two or three objections
(objects vary from situation to situation),
look them straight in the eye and say,
“Sir, I want to ask you a question like this:
Is this an object? the only barrier
between you and possession
[item name], or is there something else keeping you busy heart?”
[The practice of changing the intonation of the voice mentioned
in the previous section will be of great help at this time.]
If the prospect says,
“No, that’s the only thing I care about…”,
that’s when you should tackle the problem
and offer a positive and emphatic statement:
“I believe that’s the point is the answer
to your question, isn’t it, sir?”.
At this point,
if you do not receive a positive answer
or a significant response,
you should continue as follows:
“I am very happy to be able to answer your question,
because I know you Will love this product!”
You may think it’s time
for you to “close” the deal
because the client said he had only one objection
and you’ve also stated that the barrier
(question, objection) has been deleted.
It takes half your life
before you discover life
is a do-it-yourself project. — Napoleon Hill
STRATEGY “THE TALKING HANDBOOK”
Live life fully while you’re here.
Take care of yourself
and your friends.
be weird. — Tony Robbins
Sometimes a customer will raise more than one problem
so he might respond to the question mentioned above like this:
“Oh, no, not only do I not believe this price
is fair It’s reasonable
that I’m really confused about your ability to serve customers,
to be honest,
your warranty commitment is still not what I wanted.”
When your client makes such objections,
you should use a notebook
and quickly abbreviate what you say:
“If I understand correctly, sir,
your questions include firstly:
(Please write the word price) “
the second is our service,”
(Please write the word service.)
“and the third is our warranty.”
(Please write the word warranty.)
You now have three words in your handbook:
Look that customer in the eye and say:
“In other words, sir,
if you find that the price is very competitive,
that we can fully afford to serve the best customer,
and the regime our warranty is above the usual
then you will feel comfortable deciding
to buy our product,
is that what you mean?”.
Then you wait for the customer’s reply.
If the customer says “yes,”
to the price issue and work it out.
I repeat that in chapters 5 and 23,
I have covered these solutions in great detail,
so it is time for you to apply them.
When you’re done with the price objection,
look the customer in the eye and ask,
what I just said satisfied you on the price issue, didn’t it?
If so, sir, I would like
to remove the word “price” from the list of questions.
(You both nod and strike out the word price.)
questions like “Is that reasonable, sir?”
or “Does this make sense, sir?”
and “All right, sir?”
are three of the most tested
and proven “close” phrases for a deal.
Too many of us are not living our dreams
because we are living our fears. – Les Brown
EASILY TO GET ONE OBJECTIVE IN TURN
If you want to be rich,
never give up.
People tend to give up.
If you have persistence,
you will come out ahead of most people.
you will learn.
When you do something,
you might fail.
But that’s not
because you’re a failure.
It’s because you have not learnt enough.
Do it differently each time.
you will do it right.
Failure is your friend.― Jordan Belfort
Next you deal with the service issue.
At this point,
there is nothing more convincing than “certifications of quality”,
letters of praise,
sharing from customers
who feel satisfied
with your service in the past (chapter 14).
As this has to do with corporate sustainability and honesty,
your membership in the Chamber of Commerce,
and endorsement of the company’s size,
age and honesty is very important.
When a customer expresses an opinion
or uses gestures to show agreement,
end your service talk by asking,
“What I said should have answered your questions about service.”
our service capacity?”.
If the customer nods in agreement,
continue to ask:
“So, may I remove the service issue from the list of questions?”.
When you ask this question you already believe
that you will get a “yes” answer,
so be prepared to strike out the word.
“Next, I would like to mention the warranty issue.
We represent the sustainability
and reputation of the company.
Sir, I would also like
to stress that once our warranty is unreasonable
for both the buyer and the seller,
it will be of no value.
If we do not guarantee
If you do that, the business will be very difficult.
We guarantee you almost everything except
for errors caused
by carelessness of the user,
or misuse of the product.
We will cover you for all manufacturer defects
and almost any other defects if the customer uses our product correctly.
I believe this is your biggest concern, isn’t it, sir?”
Your habits will determine your future.— Jack Canfield
SHOW YOUR ADVANTAGE
Frustration is a very positive sign.
It means that the solution
to your problem is within range,
but what you’re currently doing isn’t working,
and you need
to change your approach
in order to achieve your goal. — Tony Robbins
Since every company has certain advantages,
I encourage you
to explore those strengths
of your company
and learn how to apply them.
The fact that you show a harsh attitude
by “flushing” offensive statements
to customers is not a solution worth considering at all.
In this case, you need to stay calm.
Because what customers need is your confidence,
It’s important to reiterate
that this is the defining moment of a negotiation
when your qualities are just as important
as the sales skills you have.
If you are a good salesman
with professional sales skills,
you will minimize the number of unsuccessful deals
because of objections from customers.
Going back to the customer
who “wanted to think more” above,
after you’ve “removed” all three objections,
look him in the eye and say,
“Sir, I’m sure you
Are you starting to feel that our warranty is adequate?”.
Once again you can expect
to get a positive response,
so smile and then strike that last strike with a pen.
This is also the time
when you should take advantage
of the information you have learned
from your training experts
and your company’s materials.
I would like to reiterate that I wrote this
The Art of Advanced Selling primarily
to augment your company’s advantages,
not to replace them.
After you have these three objections under control,
look directly at the customer and say,
“As you know,
I really wish every client would ask the same specific questions as yours,
because if If someone understands how we feel,
it will be easier and more enjoyable
for us to introduce our products.
And I’m sure you’ll love this product!”
With a smile
i’m beaming, you can believe you’ve closed a deal.
Note: do not “explain long”
for any objection.
First of all, this makes the customer think
that you are making excuses
for not knowing the product well.
And, what’s worse, if you do,
customers will think you’re working against them
and see them as idiots for making those objections.
It’s certainly not an effective sales pitch.
If no one answered right away,
just keep knocking
until you wake them up! – Les Brown
“SAFETY VALVE” TARGET
There is one quality which one must possess to win,
and that is definiteness of purpose,
the knowledge of what one wants,
and a burning desire
to possess it. — Napoleon Hill
Personally, I believe that in dealing with objections,
we all need what Dick Gardner calls a “safety valve”.
Every skilled salesperson has come across objections
they’ve been taught to deal with,
when they need to,
they can’t remember them.
In those case,
you can’t be silent,
but don’t say things like:
“I know the answer
but can’t remember it right away,
give me a few minutes
and I’ll give it to you right away. “.
Because if you already know the answer (assuming so),
then you should find a way
to develop some “safety valves” for yourself.
Say something like this:
“I’m really interested in your question
and I appreciate its importance.
I sincerely ask you to pay attention
and take a closer look at our request.
It is your care
that will help you make the most of our services
and get the most out of it.”
By now you must have remembered the answer
to the original question,
so what are you waiting for?
Just answer it.
You can also apply the above strategy
in case you know the answer
but want to find the best way to express it.
a doctor may need to think about
what to say
before giving a patient bad news.
Your loved one will use words,
intonation and mitigating gestures
when delivering bad news to you.
Obviously you know the answer,
but how you answer it is important.
You can make excuses
or you can make progress.
You choose. — Brian Tracy
BE COMFORTABLE IN ANY SITUATION
You don’t have to be great
to get started,
but you have to get started
to be great. – Les Brown
Usually when a customer makes a negative comment,
this is when you have
to use your “safety valve”.
That customer may say,
“I will never have a relationship
with the company you represent!”.
This customer objected quite vehemently and domineeringly.
In this case, the “safety valve” tactic will become simpler
and more effective.
Lower your voice, look him straight in the eye,
and say softly,
“Sir, you seem to take this matter very seriously,
so can you share with me the reason
for the strong reaction? “.
Very gentle, very calm and you will gradually
remove the tense atmosphere
and the outcry of that guest.
It is interesting that in most cases you will discover issues related
to personal conflicts,
or some insignificant details.
However, regardless of the truth,
if in the eyes of your customers,
the issue is very important,
then it really matters.
No matter how large the objections are,
this process paves the way
for you to deal with them well.
The key to success with this tactic is
to not take it personally
when customers report past problems
with your product,
or they attack your company
and its policies directly.
Remember, if you lose your temper,
you lose the deal.
There are three ingredients in the good life:
and yearning. – Les Brown
BACK TO THE STRATEGY “ALTERNATIVE CHOICE”
Remember, no more effort is required
to aim high in life,
to demand abundance
than is required
to accept misery and poverty.— Napoleon Hill
This tactic is often applied to people who sell directly
or from home because these people spend a lot of time
and operate under different conditions than those
who work in regular retail stores;
so the way to answer and sales method
is also completely different.
Another point is that most of the direct sales
such as selling cosmetics,
kitchen tools, insurance, etc
Life insurance, vacuum cleaners,
encyclopedias, trade publications,
Girl Scout cakes,
lottery tickets… are all done on a one-on-one basis.
In case your customer is in a retail store
and after you have resolved the objections,
the end you need to handle a little differently.
You smiled and said:
“I feel very happy to be able to answer your question
because our mission is
to serve our customers the best.
I know you will love this product
and of course we are here to fulfill any need.
Would you like to take it home yourself
or will we deliver it to your home?”
You can choose other endings such as:
“So do you prefer red,
or do you prefer the blue one?”,
or “Do you want to pay by credit card,
check or cash?”
Perfection does not exist,
you can always do better
and you can always grow. – Les Brown
STRATEGY “WHEELER WHICH”
The biggest rewards in life are found outside your comfort zone.
Live with it.
Fear and risk are prerequisites if you want
to enjoy a life of success and adventure. — Jack Canfield
This tactic was developed
by sales trainer Elmer Wheeler
in the 1930s and he named it “Wheeler Which”.
He was well paid by the Walgreens Drug store chain
for helping with their business.
Due to economic changes,
15 cents malted milk was very popular.
They also put eggs in the milk
and the price of each egg is 5 cents.
Because Walgreens buys eggs
by the dozen for only 15 cents a dozen,
the more milkshakes they sell,
the higher their profits.
When a customer ordered a cup of malted milk,
Elmer instructed the waiters
to hold up two eggs and smile and ask:
“One or two?”.
In most cases,
even though the customer has no intention of using the egg,
they will easily let it go and say, “Just one.”
And Walgreens has found that as many customers agree
to order two eggs as there are people who don’t.
Every week they sell hundreds of cartons of eggs.
As a result,
their profits also increased rapidly.
Sometimes the “Alternatives” Tactic involves a very simple decision
that has a big impact on another important decision.
For example, in a sale of a house,
a real estate agent might say,
“One of the things
I often add to my clients is a beautiful set of doorknobs engraved
with my name. their.
Now, do you want to engrave it in Old English,
Modern American, or Corinthian Greek?”
Car sellers, especially high-end,
can and should follow this tactic asking customers
to order additional plaques engraved with their name,
gold or platinum,
to be attached to the door
or kit bumper part.
However, no one decides
to buy an expensive house
or car just because of a knock on the door
or a piece of metal engraved with their name,
and this tactic won’t work
if the customer really do not want to buy the product.
In short, a good tactic helps you get to a decision
and should be a profitable one.
A really effective way
to close the deal must make the customer feel
that it is he who is buying, not you.
This will help you get a long-term customer.
Every year, we all have to use the “alternatives” strategy hundreds of times.
Again, whatever your profession,
your day job is sales, such as:
Parents say to their children:
“Do you want to mow the lawn
or clean the windows?”.
The teacher said to the students:
“Do you want to get a bad grade
or finish your homework?”.
The doctor said to the patient:
“Do you want to live longer
or continue to smoke?”.
The repairman said to the owner of the car,
“Do you want me to change the tires
for another five thousand miles
or just leave it be?”
The guy chasing you says,
“Do you want me to pick you up at 7:30 or 8?”.
The waiter says to you,
“Do you want soup
or salad for the evening?”
The patrol officer said
to the speeding driver:
“Do you want to pay the fine now
or go to court on the first day of next month?”
The bottom line here is,
we all “sell” every day,
so why don’t we try to learn to do it better?
You have absolute control over just one thing,
This divine gift is the sole means
by which you may control your destiny.
If you fail to control your mind,
you will control nothing else. — Napoleon Hill
When you live your life by poor standards,
you inflict damage on everyone
who crosses your path,
especially those you love. ― Jordan Belfort
A question I often get in my personal experiences with colleagues
and in seminars around the country is:
How would you approach a customer currently buying from a supplier?
Long-standing, reliable supplier
with the same products as yours,
with similar price
and quality of service
and the added advantage of being a close friend or acquaintance
who has a lot of experience and always responds
to needs of that customer?
This is a difficult question
and what I am going to present cannot solve all objections
and bring you success in every deal.
But I believe they will help you make some successful deals
and somewhat realize your capabilities.
When you come across a customer like that,
there’s nothing worse than making judgments
about your current supplier’s reputation
or the quality of their products.
If you do that,
I guarantee you will never succeed in any business
and you will not have the opportunity
to continue pursuing that customer.
However, I believe that with the following strategy,
your business will likely succeed.
This tactic has been discussed
at least twice in this book.
The only thing standing between you
and your goal is the bullshit story you keep telling yourself
as to why you can’t achieve it. ― Jordan Belfort
Make a conscious effort
to surround yourself with positive,
and uplifting people
– people who believe in you,
encourage you to go after your dreams,
and applaud your victories. — Jack Canfield
You can “embarrass” your customers
by claiming that you have some advantage,
but you can only
Get the deal by persuading him.
As I mentioned before,
do that by asking questions
that lead them to a buying decision.
You could say something like,
“Sir, if there was a way
to get the same product at a better price and quality,
would you like to know?”
Wait for the answer, and they will always say,
“Yes, what is that?”.
You: “Sir, before I give an answer
I would like to ask two more questions.
First, do you feel compelled
to buy anything from me at this moment,
a strange salesman you’ve never met before?” (Answers)
i is usually not).
“And here’s the second question:
Do you feel compelled to continue buying
from your current supplier
a close friend who has been selling
to you for so many years?”
[The answer may be yes or sometimes.]
“Sir, it is basically an obvious fact
that you always have the greatest concern
for yourself and your family,
and for the provider that’s not really necessary.
Do you agree with me on this point?”
(If they agree, you’ve taken one small step forward in the deal.
Winners use words that say ‘must’ and ‘will’.” – Jordan Belfort
I WILL “DO MY BEST”
Act as if! Act as if you’re a wealthy man,
and then you’ll surely become rich.
Act as if you have unmatched confidence
and then people will surely have confidence in you.
Act as if you have unmatched experience
and then people will follow your advice.
And act as if you are already a tremendous success,
and as sure as I stand here today
you will become successful. ― Jordan Belfort
As soon as you get the answer ask the following:
“Next, sir, since it is true that you do not feel tied to me
but to the current provider,
would you consider
and think again if I do the best I can to provide better service,
and better customer care?
At the same time,
if I put you in the first place on my list of priority customers
with the desire
to do business with you
and provide high quality products at a reasonable price and better service,
then Mr. Will you think again about what I said?”
(These logical questions are sure to be effective.)
“Sir, am I mistaken in assuming
that you are really interested in the last line of the financial statements?
[Waiting for an answer]
Next, if you get better price, quality and/or service,
one of those three things must be directly related
to your satisfaction and benefits right?
So, two of them will have a huge impact
and all three together will make a complete difference in the report.
I hope you keep that in mind,
and once you’ve acknowledged
that it’s your biggest concern,
would you mind giving me a chance
to prove what you can do for your money?
If so, I will do my best to bring success to you.
Please don’t misunderstand.
I don’t mean to claim your entire business.
I’m only offering to take part in it.
You will have many things
without losing anything.
As soon as he receives the goods,
he needs to put them
where the current supplier is most visible.
When he sees them,
two things are bound to happen:
(1) He thinks he’s going
to have to do a better job,
or give him a better price
to maintain his business relationship
(2) You will realize it’s true that we could have offered
a better service at/or a better price.”
And you “close” the problem as follows:
“Would you like us to offer twelve dozen
or three times that for a larger discount?”
that you want is just outside your comfort zone. — Jack Canfield
“SIMILAR PRODUCTS” TARGET
No matter what happened to you in your past,
you are not your past,
you are the resources
and the capabilities you glean from it.
And that is the basis for all change. ― Jordan Belfort
Sometimes a customer says,
“Your product is exactly like…”
and then names another brand’s product.
When this is the case,
you should not object
or categorically assert that your product is different.
Instead, you zone out to ease the argument.
You calmly look at them and say,
“Yes, I agree that there are some similarities…
I believe that’s what you mean, right? [Waiting for an answer].
In that way, let me assert that the difference
between an original work of Rembrandt
and a copy thereof is very small.
However, they have a huge difference in price, right?
Please keep this in mind,
let me show you the small differences
that make our product a major “Rembrandt” in the industry
in terms of performance and quality.
You always want the best product at the best price, don’t you?
If your prospect has a sense of humour,
and he claims
that “your product or service is like…”,
adopt the “similar product” tactic and say:
Yes, they have a lot in common,
just as my wife
and I are very similar.
We each have two arms, two legs, and a head,
but there are certainly fascinating differences.
The truth is that it is those differences that bring us together
and live together for a long time!
Only differences make our products the best.
[Then identify the differences,
explaining why those differences make your product the best buy.]
And, you close the deal:
“He wanted the best that was worth the money.
I spent the money right?”.
There will be many objections
and even more exchanges to follow,
but the bottom line is this:
If you are the right person
to sell the right product at a fair price
and you believe that the customer is the
If you are interested in this deal,
then you are in a favorable position.
You just need to add professionalism
by using the right words,
intonation and the right goal
and you will definitely
increase the success rate of your deals.
The way to go from discord to harmony is
to go from concentrating on differences
to concentrating on similarities. — Tony Robbins
“SALE” WHEN APPLYING FOR WORK
Whatever the mind of man can conceive and believe,
it can achieve.
Thoughts are things!
Strong, deeply rooted desire
is the starting point of all achievement. — Napoleon Hill
Finding a job is also related to “selling” skills.
Because I already emphasized
Since the first chapter states
that the salesperson is the most important factor
in the sales process,
I will begin with the hypothesis
that job applicants have learned the importance of honesty,
will, and passion work and loyalty.
He was also taught in the sense of responsibility,
the ability to work independently
and have a good work attitude.
What experience do you have?
For a typical young man with no sales training,
“What experience do you have?”,
he will probably answer:
“Actually, I have no work experience at all.
I’ve taken on a few odd jobs like babysitting
and taking care of my neighbors’ pets
while they’re on vacation,
but this will be my first real job.”
A young person might argue
that is the only answer in that case.
And as long as he thinks
and responds that way,
he’ll have a hard time getting a job
because he didn’t answer the first “objection
” from his prospective employer.
If he has attended several sales training classes,
the I CAN class or the Coaching to Change Lives class
and many of the other courses we teach, he will say:
“Thanks for asking about my experience.
I find this very important to you.
He wanted to know if I was really the person
who could handle the job of bringing the best goods
and services to his customers.
I understand that is what you mean?
[Waiting for an answer].
Sir, my life experiences will make me a good employee.
For example, I have learned the importance of independence
and honesty in everything I do.
Furthermore, I am also aware of the role
of building good relationships with people,
and from my experience
that people work better
when they understand
and are willing to support each other.
I also understand that if you agree to accept me,
you will definitely expect certain things from me.
I look forward to doing the work he assigns with a positive attitude
and highest responsibility.
I also understand that
if I want to get a raise
I need to be ready to go early
and leave late if needed.
I also understand that a business must make a profit
in order to survive
and pay employees.
And it’s clear that if employees do a good job,
there’s a good chance the company will be profitable.
To maintain and advance in my career,
I am willing to work hard and do my best.
I believe this is the experience not only in his business but everyone needs.”
The fastest way
to improve your relationships is
to make others feel important
in every way possible. — Brian Tracy
YOU HAVE KEEP YOUR STORY – FIND THE TRADE NOW
Successful people are 100% convinced
that they are masters
of their own destiny,
they’re not creatures of circumstance,
they create circumstance,
if the circumstances around them suck they change them. ― Jordan Belfort
Once he has said that
and it only takes a minute
or two this “experienced” young man can get
to the “close” part of the deal,
possibly in this way:
“Sir, I need a job and I will make a promise.
I will work to the best of my ability
and you will never regret accepting me.
In fact, you will feel very proud
to have given me the job
and training in the first place.
I am ready to work immediately
or whenever at your request.
Do you think it’s now,
or the first day of next week?”
[Don’t say anything more.
The ball is already in his net.]
This “sales” talk doesn’t always guarantee you a job,
as the company may not have a vacancy,
but if you say it over and over again,
I’m sure you’ll soon get a job as expected.
I also believe that if you are temporarily unemployed
and don’t have a position that matches your expertise or field,
you can use this basic method
to find work in other fields.
You have certain experience in your old profession
and that could be the experience thousands of employers are in need of.
They will hire you if you know how to “sell” yourself.
People who don’t have goals work for people who do. — Jack Canfield
Chapter 27: KEY REASONS AND “EXTRA” REASONS FOR BUYING
SELL THE TEXTILE – BUT END THE TRADE WITH THE INVISIBLE
If I earn a million dollars a week
and the average American earns a thousand dollars a week,
then when I spend twenty thousand dollars on something
it’s the equivalent of the average
American spending twenty dollars on something, right? ― Jordan Belfort
While dealing with customer objections,
you often have to include tangible values
as the reason for the customer
to buy the product while emphasizing intangible values
as the excuse to buy the product.
you could sell a beautiful piece of land by the lake,
a wonderful home for retirees,
or even offer what they call a “shared tour” package. time”.
Any kind of goods has tangible values
that customers want to spend money to buy.
However, if the lot by the lake
or next to a golf course is in good condition,
it can sell for thousands of dollars more.
it really doesn’t make sense
to lose a few thousand extra dollars
to buy such a piece of land (to be honest).
The land is a tangible asset
so you (as the buyer) already have a reason to buy it,
but if you are about to enter the sale you (the seller) need
to put on a value to it invisible to check
customers have an excuse to buy it.
“Sir, in addition to owning that beautiful land,
you also have a lake full of fish
that is led from streams
and is covered with grass all year round.
He can comfortably use the golf course throughout the day,
and then go for a walk
or bike ride on the quiet and clean trail.
Perhaps, the most wonderful thing is
that he can have peaceful moments here
who are also in need of quiet like him.
He can walk leisurely, away from the heat, dust, noise,
and traffic jams in the city and enjoy the fun,
peaceful and relaxing moments of life.”
For every reason it’s not possible,
there are hundreds of people
who have faced the same circumstances and succeeded. — Jack Canfield
STRATEGY “WORRY TO BE ENJOYED”
If you want something different,
you are going to have to do something different. — Jack Canfield
So you have just given a reason for customers
to buy your product
(beautiful lakeside land – real property)
and an excuse to buy it
(fresh air, peaceful life, no stress) straight – intangible values).
At this point,
you can close the deal
by saying to the customer:
“Sir, throughout your life,
you have dedicatedly worked
and contributed to the future and to the world.
Have you ever thought that the time has come
when you deserve
to enjoy the fruits of many years
of hard work and dedication?
You owe it to yourself for that.
I think his wife would probably do the same; me too;
All that is needed now is
for you to allow yourself to enjoy the fruits of your work.
How about the house?
You really enjoyed it,
really interested in golfing and fishing, didn’t you?
So what is the reason
for you not to make your dream come true,
for which you have worked hard all your life?”
The greater the passive income you can build,
the freer you will become. ― Todd M. Fleming
REMEMBER THAT – HE IS ASKED
“If a person has the right view of money,
it can solve most other problems in their life.”– Billy Graham
When talking to a customer,
whether he’s looking to buy a lakefront property,
a vacation home,
a “time-sharing” service,
or any other commodity,
there are four basic points:
that you need to keep in mind:
First, he must be assured
that what he is doing is right,
that the price is right,
that you represent a legitimate organization,
and that you are a sincere,
Second, you need
to remember that every customer,
whether buying a normal
or high-end product,
is concerned that they have bought it
for too high a price
and that it is not worth what they paid for.
You may be able to partially eliminate their concerns
by offering regular rates,
but you can only clear all doubts once you’ve built his trust.
You are the bridge that every customer must cross
if he wants to go from a fearful shopper
to a confident one.
Third, you need to keep in mind
that the client cares about fairness
(you’re an expert – he’s a “naive sheep”).
Maybe he’s been taken advantage of
or cheated in the past
and doesn’t want it to happen again.
Anxiety or previous unpleasant experiences can lead
to adverse reactions from customers.
And that’s exactly why you
as a salesperson have to be very calm
that the goods you sell are really valuable and affordable.
The fourth important thing is:
your customer not only buys for himself,
but also cares about the attitudes of others.
He wondered what others would think of his deal.
He also worries if family, friends,
co-workers or neighbors have a bad opinion about it.
That is also one reason
why some sayings like:
“The neighbors will be jealous of you…”,
“The family will be so proud
when you make such a wise decision. ..”
and “Colleagues will be delighted
that you have finally rewarded yourself
with a well-deserved gift”… are very effective.
You also have to keep in mind
that some people will laugh at him
for doing business with you,
so you also need to prepare him mentally
so that he can respond to those people,
or you will face him to the risk
of the deal being canceled!
Most people settle for connection,
because love’s too scary.
They don’t want to lose that feeling,
that super high is too crushing
so they settle for the comfort of connection. — Tony Robbins
GIVE CUSTOMERS A REASON AND AN REASON TO BUY
The majority think that getting rich is due to external factors,
while the rich know that it is due to internal factors. — Steve Siebold
If you give the customer a reason,
he may buy.
If you give the customer an excuse,
he will probably buy.
But if you give him
both and make things easier for him,
your chances of winning that deal are great,
like the story in A. O Smith Harvore that follows.
The easiest way to make money
is create something of such value
that everybody wants and go out
and give and create value,
the money comes automatically. ― Jordan Belfort
TEAM OF PROS
The only thing keeping you
from what you want is your story about
why you can’t have it. — Tony Robbins
One morning, before speaking
at one of A. O. Smith Harvore’s national conferences,
I had the honor of speaking
with one of the most professional salespeople,
Mr. Carl K. Clayton.
I had met him before at the “Born to Win” seminar,
but that morning I discovered another trait in Carl
as he shared all the interesting information
about Carl for the structure of Harvore
and what it brings to the farmers.
It is essentially a system that farmers use for storage,
but it has a number of distinct advantages
over the outdated silo tactic (high towers or tall buildings).
For fresh silage or fodder for livestock on the farm).
It helps farmers preserve grain well
before it is dried.
Grains after being harvested
from the field have a moisture content of 25 to 30%.
The farmer will load the grain on the top of the machine.
On the top of the machine
there are two parts
that act like the function of the “lungs”.
In the process of that “lung” shrinking and expanding,
air will escape, helping
to reduce the rate of damage.
With moisture maintained
at a reasonable level in the feed,
the animals will eat less grain
and they will digest it better.
This saves 10% – 15% of feed
while increasing meat production by 10% – 15%.
It is a very effective method
to help farmers save a large amount of money.
Our ability to handle life’s challenges is a measure
of our strength of character. – Les Brown
APPLY “REASONS AND REASONS” TACTIC
What others think about you is none of your business.— Jack Canfield
One of the great benefits of using this type of machine is
that the farmer does not have to pack the hay.
They just collect them and put them in the Harvore machine
(I just mentioned one of their products).
Farmers are also well aware
that not having to pack hay is the main reason
for reducing the number of young male workers on the farm.
While lecturing the farmer,
the salesmen at Harvore came up
with a lot of interesting data.
Firstly, on average,
this one machine can help reduce spoilage
and increase productivity for seven years.
Second, using Harvore’s machine,
farmers spend less labor
because when using other machines.
they have to pack the grass
and collect the grain after it is manually
or artificially dried,
which is expensive
and increases the shrinkage of the grain.
In short, they can sell a lot of product
because the reason they give it back to the farmer
(and the farmer will give those reasons
to the bank for the necessary loans)
is that the machine is very efficient results
and can save a large amount of money.
The reason that farmers use here is financial.
Carl says that the real reason most farmers buy this machine
is quite different.
He tested it and every client found
that the reduced amount of work gives them more free time
to rest or travel.
And above all,
their children may prefer
to stay in the countryside
with them to start a business
because this machine makes them easier
to work and more productive.
As I said above,
if you give the customer a reason,
he may buy.
If you give guests
buy an excuse,
maybe he will buy.
But if you give him both
and make things easier for him,
your chances of winning that deal are great.
Every problem comes
with an equal
or greater opportunity. — Napoleon Hill
DIFFICULT CUSTOMERS GIVE YOU MORE EXPERIENCE
there is no perfect time for anything.
There is only now. — Jack Canfield
Over the years,
like most salespeople,
I’ve spent a lot of time meeting with customers.
That’s not to say
I’m stubborn or stubborn,
although to some extent
I admit I’m quite obstinate,
and at times I feel guilty.
However, I do it not because I like to compete,
but because I don’t want to miss a deal
(although Redhead never agrees with me on that).
There is a very simple reason
that the harder it is to convince a customer,
the more I learn.
The more they hesitated to buy,
the more I had to convince them,
so I honed my ability to handle other deals.
The more difficult customers I meet,
the more my sales skills will improve.
I feel this is like a “fire through the fence” training
that helped me uncover many facts about deals
that I can now share with you.
Indeed, I needed the experience
and lessons of dealing
with the most demanding clients to be able to write this book.
And you also need many lessons
from difficult shoppers
if you want to grow up in the sales profession.
Howard Bonnell has pointed out
that often a difficult customer will begin
with a very harsh response:
“I don’t care about it!”.
However, gradually the following objections will be reduced
and the “heat” will be reduced.
When the salesperson notices
that the customer’s reaction is less harsh,
he will feel encouraged
and his determination to sell will increase.
Again, I’m not talking about “winning” a contest
or imposing the wishes of sellers
and merchandise on customers.
I have emphasized from the very beginning
that a professional salesman must truly consider
that he is helping his customers
and always bringing them the best products.
For my part,
I always try my best to sell to people
because my conscience always reminds me
to sell the best kind of product
to my customers.
when I fail or can’t close a deal,
I always draw one thing:
after seeing the benefits of the product,
many customers still claim
that they are not interested
and are not interested
may or may not purchase.
until the end
As they insist,
I always try my best.
As I have told you,
I do this with sincere conviction,
and I will present it later in the book.
As you move into the next deal,
try to do it naturally.
Closing the deal is part of the sales process
and you should close the deal smoothly,
and above all without hesitation.
Do it like you’re trying
to convey an urgent “act now” message.
Curiously, this urgency is indispensable
for professional salespeople.
Your doctor informs you
that your gallbladder isn’t working well,
“but there’s no urgency right now.”
What you need to do now is make a decision
when you want to cut it out.
Will that time be convenient
and go according to your plan
or wait until it suddenly bursts,
causing you pain
and requiring emergency surgery?
The mechanic warns you
that the brakes in your car are not completely broken yet.
What you need to do now is make a decision
whether to spend a little money to replace it
while the car is still in the repair shop,
or delay until the brakes can fail at any time,
and endanger your life.
Yes, “urgent” is an indispensable word in the “dictionary”
of professional salespeople.
I will repeat again and again that customers will buy from you
because it brings them joy
and satisfaction in the future.
Remember that people who agree
or disagree with your purchase can’t ruin your career!
However, there are two things
that can jeopardize your career.
The first is people you’ve never met,
and the second is people
who say “maybe” or “I’ll think about it more”.
With that in mind, in this book
I try to cover every area of the sales profession,
and one of those things is
to change the sentence
“I’ll think about it” (think it over)
to “I’m posting.” sign me up”
There is a powerful driving force inside every human being
that once unleashed can make any vision,
or desire a reality. — Tony Robbins