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Zig Ziglar! Secrets of closing the sale! Using Customer’s Objectives To Complete The Trade

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.

Experience everything.

Take care of yourself and your friends.

Have fun, be crazy, be weird. — Tony Robbins

Sometimes a customer will raise more than one problem

or objection, 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: price,”

(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:

price, service, and warranty. 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,” go straight 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, “Surely

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.)

Incidentally, 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.

More importantly, 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.

One day, 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”,

that is, 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,

Business Development 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, calmness, composure.

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,

but unfortunately, 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 and understanding

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.

For example, 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,

communication gaps 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: learning, earning and yearning. – Les Brown

*******

BACK TO THE STRATEGY “ALTERNATIVE CHOICE”

Remember, no more effort is required to aim high in life,

to demand abundance and prosperity,

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. Depression period

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, luxury cars,

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, your thoughts.

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

*******

SPECIFIC OBJECTIVES

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

********

STRATEGY “REQUIRED”

Make a conscious effort to surround yourself with positive, nourishing,

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, rich already,

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?”

Most everything 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[10] 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, when asked,

“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 I understand

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.

Purchase. For example, 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.

Logically speaking, 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.

For example: “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 with people 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?”

*******

REMEMBER THAT – HE IS ASKED

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, honest person.

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

and confident 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

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

Remember, 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.

However, 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.

Even so, 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, naturally,

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, dream, or desire a reality. — Tony Robbins

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