CHAPTER 22 WORDS TO BUILD A SUSTAINABLE SELLING CAREER
We are defined by the stories we tell ourselves. — Tony Robbins
I continue to tell you that using words to paint pictures describing the benefits
that customers will receive
when using the product you provide will bring a lot of advantages to your business.
Here are two pictures showing two different types of products,
please write the product name before looking at the answer below.
The first picture:
A group of young people playing, laughing, running and jumping.
You guys are having a great time.
What generation do you think they belong to?
The second picture:
Before our eyes the athletes are competing,
after the game has just ended,
they sit back and have a “champion breakfast”.
What kind of cereal is that?
In each of the examples above,
through the use of words to repeat the pictures,
each company or product has built a name for itself,
because they inspire hope in us. about the good benefits
they will receive when buying those products.
Those repetitions and “pictures” are powerful invitations to buy a bottle of Coke, Pepsi or a bowl of Wheaties.
If your presentation or illustration is fifteen minutes or longer,
you need to repeat phrases that describe product benefits.
Those phrases will help customers see benefits that people
who don’t buy the product never get.
These phrases must be continuous,
such as “The product has no cracks at all”;
“It has excellent cold retention”;
“It saves energy significantly”;
“The money saved is yours, not the company’s benefit”;
“Invest your savings in the future”.
From mechanics to dedicated doctors,
they all do this job regularly.
The usual doctor will say,
“This is not a symptom of cancer, but…”
The typical mechanic will say,
“In my opinion, your car doesn’t need a major overhaul, but.. .”
It is that word that creates a feeling of fear in the mind of the customer.
The question is do you want that doctor
to say something else so you don’t have to be so afraid,
and then that benign tumor turns into cancer
because you don’t do any treatment?
Don’t you want the mechanic to tell you that
if you don’t change the brake pedal soon
it will end up costing you five times as much as it did to replace it?
What do you think of a salesman
who doesn’t care about his customers,
advises them about other options to increase efficiency
as well as benefits already from the previous deal.
It all comes down to the salesman’s motivation.
If the offer is motivated by a desire to make more money,
the salesperson is a “trick”.
If the proposal is to serve the customer’s own interests,
then it is a professional salesperson.
The path to success is to take massive, determined action.— Tony Robbins
Every company has room for the man
who has a definite plan of action
which is to the advantage of that company. — Napoleon Hill
One of the most ingenious use of words to create images
I have ever seen is on the menu of the Hyatt hotel.
The way they describe the food served by the restaurant
really makes you not only order the food but also choose many other products.
Here are some examples:
The name of the dish is “Sweet Salad.
Very suitable for the taste of California artists.
The dish is a combination of colors,
which is pink of strawberry,
bright yellow of banana, green of melon,
rich yellow of pineapple, purple of grape.
On top is a smooth white coating of a cool yogurt-based sauce mixed with a distinctive watermelon-flavored fat-free cheese.”
Another dish is called “Awesome Mixed Spinach.
Fresh spinach leaves mixed with enok mushrooms,
crispy sliced smoked meat, slices of ripe tomatoes
and the hotel’s special spicy honey.”
Or “For those who like protein.
It was the conductor of Thai Thin Beef Tenderloin with a choir consisting of a variety of fresh vegetables,
fruits and eggs and the audience was salad leaves with the help of cool yogurt and fat-free cheese.”
It’s also the “Confused” dish.
A honey-grilled sandwich garden teeming with pear shoots,
Swiss cheese, tomatoes and lettuce amid a symphony of fresh vegetables
and the hotel’s Esquire dressing.”
Yes, they are indeed language experts!
If you want to change your life you have to raise your standards. — Tony Robbins
STRATEGY “OOO AND AAA”
A real decision is measured by the fact that you’ve taken a new action.
If there’s no action, you haven’t truly decided. — Tony Robbins
During my time working with Bernie Lofchick and the global distribution company,
I have had the opportunity to witness rare events.
I will never forget when the company started selling beautiful Bavarian porcelain.
Bernie went to Germany and negotiated a contract with a Bavarian porcelain manufacturer.
He was allowed to choose the patterns himself
and even got them specially designed some details just for him.
It is a unique opportunity to use imagination and verbal pictures.
For example, when selling wedding supplies for young girls,
the “romantic” or “story” on those items is really important.
The porcelain sets were all great, but one thing,
a very unique and beautiful product,
was not presented properly,
and Bernie felt they might not be accepted by the market.
At eleven o’clock in the evening before the new china conference,
Bernie and I had an idea.
Then we introduced the porcelain set to the sellers
and they were all satisfied with the quality
and beauty of the products,
as well as the details that only really quality products have.
The different details of the set were introduced one after the other,
and because everyone’s taste is different,
each seller reacts differently to the same product.
As I was about to introduce a product
that Bernie predicted would be less likely to be appreciated by everyone,
I paused for a moment, looked around the audience, smiled, and said,
before You take this product out of the sample box
and show it to a girl, this is what you need to do.
Look at her, smile, and say,
“Mary, now it’s going to be what we call ‘Ooo and Aaa’.
We call it that because when a girl sees it, she’ll say “Ooh” or “Aaa,”
and that’s exactly what her family’s guests will say when they see it,
you use this product”.
When it came to that,
I took the plate out of the sample box,
held it high in front of the audience,
and I’m sure anyone would say “Oooh” or “Aaa”, no exceptions.
That unique disc became a best-seller,
and the company sold twice as many as any of its other products.
That can happen at any product launch event,
but Bernie Lofchick believes it’s that one-of-a-kind presentation
that sets the product apart.
Knowing is not enough!
You must take action. — Tony Robbins
YOU CAN APPLY THIS WAY
The number one reason people fail in life is
because they listen to their friends, family, and neighbors. — Napoleon Hill
Again, I encourage you to flexibly apply this tactic to your own situation.
if you are working at a ladies clothing store
and your customer is hesitating about which dress to choose.
If you are a sensitive person,
then in just a few minutes of contact with customers,
you will know what their preferences are.
Most stores stock unique outfits just for customers with different tastes.
For customers who are still hesitant,
and at the right time
certainly not when you have just introduced them to three or four outfits
you should say to them:
“I remember something I’m sure it’s what you’re looking for.
I guarantee that when your husband [or boyfriend] sees you in this outfit,
they will say ‘Oooh’ or ‘Aaa’.
And this is our ‘Oooh’ or ‘Aaa’ outfit.”
Surely this tactic will work for some customers.
You can also use this tactic if you want to showcase a truly stunning home
or are selling a car with a one-of-a-kind look.
It also works great for showcasing dazzling jewelry sets,
inspirational paintings and much more.
Warm, descriptive words create images
and sounds that have a significant impact on customer decisions.
Yes, words really do make a big difference
and you need to become “language experts” too.
You have to learn how to use them
so that it is very effective to be able to use all your abilities
to achieve the peak success in your sales career.
It’s not the events of our lives that shape us,
but our beliefs as to what those events mean. — Tony Robbins
PART 5: DETAILS CANNOT IGNORE IN THE SALE PROCESS
I. “Selling” gives you the benefits of obstacles and teaches you how to take advantage of them in your work.
II. Helps you distinguish different types of customers and how to work with each type of customer.
III. Introduces questioning techniques in sales situations and gives you some specific questions.
IV. Encourages you to be a little bold even reckless in certain situations.
STRATEGIES AND SEQUENCES
“Assumption” Tactic “Testing”
Tactic “Four Questions”
The “Speaking Notebook”
Tactic “Safety Valve”
Tactic Back to “Alternatives”
Tactic “Wheeler Which” The “forced”
Tactic “Similar Product”
Tactics Apply “reasons and excuses”
Tactic of “giving a choice”
Back to the “binding” tactic “loyalty” tactic “disclosure”
Tactics for making “secondary decisions”
Tactics for “tennis rackets”
Tactics “Ben Franklin”
“Imagine” Tactic “Hold Hat in Hand”
Tactic “My Mom Says”
Tactic of “Accepting Pressure”
Failure cannot cope with persistence. — Napoleon Hill
CHAPTER 23: WHEN MEETING OBJECTIVES, HOW DO I COMPLETE THE TRADE?
It’s not resources but resourcefulness that ultimately makes the difference. — Tony Robbins
The word “oppose” itself is enough to create an underlying fear in the minds
of the most volatile or the novice salesperson.
But in fact, it creates excitement to work.
Because as I will mention later, once a customer makes an objection,
it means they are interested in your product or service.
And that’s the first thing a salesperson should look for from a potential customer.
There are as many different types of customers as there are objections,
so you will have a variety of ways to approach objections
and deal with them in a variety of ways.
This is a topic both deep and broad, and one of the most important points discussed in this book.
I recommend that you combine
and apply the information in the book to suit your/your company’s resources and applicability.
And you should also talk to explore further on this topic with the best sellers in your field.
Approach each customer with the idea of helping him
or her solve a problem or achieve a goal,
not of selling a product or service. — Brian Tracy
OVERCOMING OBJECTIVES TO SALE
Dreams come true when desire transforms into concrete actions. — Napoleon Hill
I can say with confidence that in almost any sale,
if you don’t run into objections from your customers
while you’re presenting your product,
you won’t sell them anything!
When a customer raises an objection or a difficult question,
you should feel good, smile, and say to yourself:
Oh, I’m getting a new client today!
Remember, if customers can clearly recognize
and understand all the benefits and values of the product for themselves,
salespeople (including you) will no longer be needed.
And, the easier it is for people to decide to buy from you,
the lower your commission rate will be!
Approach each customer with the idea of helping him
or her solve a problem or achieve a goal,
not of selling a product or service. — Brian Tracy
NO OBJECTIVE – NO CUSTOMERS!
Activity equals results.
If you want to increase your success, increase your activity. — Brian Tracy
For example, if you come to my house to sell a diving suit with a scuba tank,
I will make no objection to you.
If you offered to sell me that complete diving suit with a 50-year warranty for $9.95,
I would never give you a hard time either.
Because I don’t care about it at all.
If you were trying to sell me a set of golf clubs,
I might baffle you by saying,
“This club has a body that is too stiff (or not hard enough for me).”
When you hear a comment like that,
put on a satisfied smile, because you might respond like this:
“Oh, so our new carbon fiber body would be a great fit for you!”.
If the customer is interested in the product you are selling,
and in most cases, they will raise an objection.
So when a customer raises an objection,
you should be happy instead of disappointed or discouraged.
When it comes to customer objections,
people often ask this question:
“When should you respond to objections?”.
In fact, there are four times to respond to objections, namely:
(1) before they appear,
(2) when they appear,
(3) after they have appeared,
and (4) never .
You may be surprised, but let me explain a few more things about the last moment.
Some objections may seem uninteresting and irrelevant to you,
but if the customer repeats them a second time,
you can be sure it’s important to them.
You should address that objection immediately
if you don’t want your potential customers to think that you’re ignoring them,
that you don’t care about them or their problem.
I believe that a professional, enthusiastic,
experienced salesperson can deal with any objection a customer may have,
and he will make them feel extremely ridiculous
if he doesn’t make a purchase.
With this tactic, the salesperson can even pressure a few “troublesome” customers into making a purchase.
I also believe that some salespeople have great persuasion and charisma,
in other words, they have the ability to “hypnotize” customers into buying goods
or services that they don’t need or at a price cut the throat”.
However, no salesperson has such a great ability to hypnotize
that after finishing a product presentation,
he can still keep the customer in a state of “hypnosis”
until the end of the product presentation goods are delivered and paid for.
With that in mind, I believe that pressuring customers
or selling at exorbitant prices are the two worst things a salesperson can do
and can also avoid, in his or her sales career.
In either case, the deal may be canceled
and you may no longer be able to build a relationship with the customer.
While customer relationships are something you must have if you want to build a successful sales career.
Dan Bellus, an expert on time management
and customer communication,
says that one mistake many salespeople make is
that they think the sales process is about “winning” for the sales,
With that in mind, the salesperson feels that he needs to “beat” the customer.
Dan then asked the question:
“Can you really expect someone you just ‘beat’ to buy from you?”.
The process of negotiating with customers requires
that we approach and respond to their objections in a way that makes them believe it,
not as if you’re going to “beat” them.
Our goal is not to “beat” our customers but to convince
and make them believe in us.
When we “beat” someone, we also “failed” to understand
and maintain a relationship with them, and since then,
the business has also fallen.
Dan gave an example like this:
A tourist watched as two Asians in Hong Kong were talking to each other with hot and heavy words,
causing the atmosphere around them to become very tense.
The tourist asked his Asian guide,
“What are they arguing about?”. The guide replied, ”
They are debating who should own the ship.”
The visitor said:
“They are very angry. Are they going to fight?”
The guide replied,
“No, they will never fight because they all understand
that the person who makes the first move is the one
who admits that he has no reason to argue anymore.”
The same thing happens
when we turn a conversation with a customer into a heated argument.
When we are impatient,
we will not be able to come up with good arguments.
An exchange in this case persuasion would not be possible in such situations.
To help you establish a clear step-by-step
when dealing with customer objections,
I’ll refer you to an analysis by my brother,
one of the nation’s top sales training experts.
Judge says a customer who doesn’t want to buy
from you might use the excuse
that the night train no longer runs from Buffalo to New York City.
You would of course ask
what the night train from Buffalo to New York City had to do with the customer’s refusal to buy.
Judge says that obviously has nothing to do with it,
but if a customer didn’t want to buy from you,
they’ll come up with all sorts of excuses.
Message: Do your best in every customer meeting.
Do your best to bring products, goods and services to customers.
If they still won’t buy, don’t beat yourself up about it.
Take it easy and prepare yourself for success in your next client meeting.
Remember that you don’t fail the meeting with the client
unless you let it negatively affect your attitude in the next meeting.
Commit yourself to lifelong learning.
The most valuable asset you’ll ever have is your mind
and what you put into it. — Brian Tracy
“ANSWER” BEFORE IT APPEARS
Knowledge is only potential power.
It becomes power only when,
and if, it is organized into definite plans of action,
and directed to a definite end. — Napoleon Hill
First, let’s look at the best time to respond to a customer objection,
that’s before it even arrives.
By the way, I would like to say that
if you continue to experience that objection after giving your presentation,
that is a sure sign that your presentation has a problem.
Then you need to re-analyze the presentation
so that you can deal with most objections while you’re presenting.
This will help you to address any objections before they arise.
This also means that you are putting yourself in an offensive position
instead of having to respond to the customer passively.
It will help you feel more positive and more productive.
Here are a few examples of
how to deal with objections in the main body of a presentation
before the client directly raises them in clear language.
Years ago, I also sold multi-function food processors.
After introducing the machine for a few months,
I can totally let it speak for itself.
I put the food in the hopper on the machine, press the button
and it “runs” at 90 mph to thin, diced, mince, shred, roll… all kinds!
Customers who are watching my “performance” always say “Oh!!!”
It’s amazing to see the food that comes out is neatly sliced.
In all cases, however, I always encounter the following two objections.
Often, husbands will lean over to their wives,
whispering in their ears in a voice so “small” you can hear,
even if you’re three blocks away: “Oh, look.
That guy is playing tricks on the machine,
I bet if you buy it, you won’t be able to do it like him!”
That is a typical objection.
And the next objection appeared
when a woman commented:
“Maybe the machine will cut my arm too!”.
One reason so few of us achieve
what we truly want is that we never direct our focus;
we never concentrate our power.
Most people dabble their way through life,
never deciding to master anything in particular. — Tony Robbins
CREATE TRUST WHERE CUSTOMERS
The way we communicate with others
and with ourselves ultimately determines the quality of our lives. — Tony Robbins
These objections are so familiar and even patterned
that everyone knows they have to deal with them positively from the start
if they want to make a lot of sales.
Here’s how Harry Lemmons,
founder and president of Saladmaster,
guided me through these objections.
After the show speed and ease with a few foods,
I looked around and said,
“Now, ladies and gentlemen,
how many times have you attended our product launch,
watching how I operate?
run this versatile food processor and ask ‘Hey Mr. Ziglar,
if I buy one, will I be able to use it as easily as you’re doing?’
I will say frankly that you cannot do as well as I do.
There is no way you can use this machine as well as I do.
Not that I’m arrogant, but ladies and gentlemen,
it’s 100% true. Let me explain.
Every day I spend many hours just operating this machine
and observing how it works [as I continued to perform].
Can you see how beautifully the food is cut
and how easy the machine is to operate?
Honestly, you can’t immediately use the machine as fluently
as I do because I’m already an “expert” at it.
Your ability to discipline yourself to set clear goals,
and then to work toward them every day,
will do more to guarantee your success
than any other single factor. — Brian Tracy
What simple action could you take today to produce a new momentum toward success in your life? — Tony Robbins
“Now, ladies and gentlemen, when you use this machine at home,
by necessity, sometimes you have to be a ‘general practitioner’.
While using it, you have to look after the kids,
answer the phone, vacuum the house,
and do a bunch of other unnamed things.
Meanwhile, all I did was learn how to use this machine.
So I’m definitely more proficient at it than you are.”
Goals are like magnets.
They’ll attract the things that make them come true. — Tony Robbins
WHAT YOU SELL IS A PRODUCT BENEFITS
If you have a strong belief in yourself,
in what you are doing and what you want to do,
no adversity is too difficult to overcome. — Napoleon Hill
They believed what I said.
But until then I have not sold a single machine,
which means that the purpose of the presentation has not been achieved.
So I continued my presentation:
“If you can’t use this machine as efficiently as I can,
you may be wondering how can you save time,
money and cook at the same time?
get delicious meals for the family thanks to the machine.
And here is my answer.
We could invite a lady to try the machine
[and I always choose a young lady to sit on top of it].
She has five minutes to read the manual,
and with this machine she can cut fast food
and look better than any other three girls here,
if I give them three sharp knives. most city.
Surely they have used knives all their lives while the girl
who tried to use the machine has never touched this machine.
It’s simple to explain why she can cut and slice food fast. ,
even and of course more beautiful thanks to that machine.
The machine really helped her a lot.
Even though she’s not as skilled as me,
she can still cut food better than the other three girls
because the machine did it for her,
and that’s what you really want
isn’t that right, lady, lady?”
(I see a lot of people nodding in agreement.)
When you start doing what you love to do,
you will never work another day in your life. — Brian Tracy
A goal that is not in writing is like cigarette smoke:
It drifts away and disappears.
It is vague and insubstantial.
It has no force, effect, or power.
But a written goal becomes something
that you can see, touch, read,
and modify if necessary. — Brian Tracy
The above method seems to have answered quite well the basic questions of customers.
At that point, I would cut two or three more pieces of food,
then remove the blade from the machine
and use the first test tactic by saying:
“Now, you can clearly see the food.
The machine has five blades.
I’ve only used one blade to cut the first six pieces of food,
so let me ask you a question.
If the machine had only one blade
[I now lower my voice and look them in the eye],
how many of you would decide to buy the machine?
Who agrees, please raise your hand?”.
A few women and even a few more men nodded in agreement,
raised their hands and even said they wanted the machine.
I always feel it is a torture for a customer to “make” him listen
to the entire presentation after he tells me he will buy
and before I take the order and take the money.
In my opinion, you should be open with customers
and let them buy whenever they are ready
instead of insisting that they have to listen to the entire presentation
before “allowing” them to buy.
(Note: When selling in groups you need an assistant to work with
such “overly excited” customers while you continue the demo.)
Attention! A customer may many times act as
if he wants to make a purchase
when in reality he is just comfortable and agreeing with you.
The difference in these two cases is negligible,
so at this point your experience
and understanding will play a very decisive role.
YOUR humour can be priceless
At this point, I will continue to use the machine
to cut a few more pieces of vegetables and then address a second,
unspoken but implicitly important objection,
“Mr. Ziglar, if I buy the there,
can I cut my whole hand when using it?”.
Then I would smile and say,
“Yes, ma’am, you can do that if you like, but we don’t recommend it.”
(Many times, humor helps more than seriousness to the point of rigidity.)
Then I said, “Ma’am, if you want to cut your own hand with a machine,
All of you have to do is put your finger in the funnel
and make sure it’s “stuck” between the funnel and the blade…”.
“Now ladies and gentlemen,
if you don’t want to cut your hands,
don’t put your hands in the machine!
Anyone else have any questions?”
This approach clearly resolved the “fear of hand cut” objection spectacularly
because we rarely heard a similar objection from a customer afterward.
Its not about the goal.
Its about growing to become the person
that can accomplish that goal. — Tony Robbins
WHAT TO DO WHEN CUSTOMERS SAY “OVER ORDER!”
What would you dare to dream if you knew you wouldn’t fail? — Brian Tracy
You know, I covered pricing in great detail at the beginning,
but here I’ll talk about it.
again from the perspective of an “objection”.
When the customer objected,
“That’s too expensive”,
I would reply: “I totally agree with that, sir,
because good things are not cheap and cheap things cannot be good.
Our company has only one choice: either we design
and build products with few features to sell them for the lowest possible price;
or, add more features and make it durable to count in the long run,
your cost will actually be much lower.
It’s not just clichés, sir,
when I say that you should invest in the best products in the first place
to avoid the consequences later of buying cheap, poor quality items.
When deciding to produce the best products with as many functions as possible,
we put ourselves in the shoes of our customers and tried to determine what was best for them.
That’s exactly why we can praise these products without hesitation.
Do you think the following calculations will work in your favor, sir?”
“Yes, yes, the price of this product is quite high.
But if you analyze it closely,
you will find it worth the benefits it will bring you.
If its price is $100, but the benefit it brings is worth $1,000,
then by all accounts, it’s a bargain, isn’t it, sir?”
Nothing in life has any meaning except the meaning you give it.— Tony Robbins
MONEY IS NOT A DECISION KEY
Your ability to get along well with others will determine your happiness
and success as much as any other factor. — Brian Tracy
On December 16, 1982, baseball player Floyd Bannister signed a five-year,
$4.5 million contract with the Chicago White Sox.
He chose the Chicago White Sox over the Atlanta Braves
even though the deal they offered was worth $6.3 million.
The Atlanta Braves offered a higher bid of $1.8 million
and they were the team that won the 1982 season championship.
As a potential client,
Floyd Bannister has clearly weighed in on factors
that he considers more important than money.
Here’s what Jana, Floyd’s wife,
had to say (in Chapter 31, I will elaborate on
why you should involve both the client
and the client in the decision-making process):
The Chicago White Sox team cares about Floyd as a person,
not as a commodity.
Until the end of the negotiation phase,
they really have no chance to win,
but we keep an open mind.
And as the final decision was about to be announced,
the fact that Jerry Reinsdorf [who owns the Chicago White Sox]
and Dave Duncan [Chicago White Sox pitching coach] flew over to Arizona
and invited us to dinner had an effect greatly influence our decisions.
We also appreciate the fact that Tony LaRussa,
manager of the Chicago White Sox team,
and some of their players like Carlton Fisk
and Tom Paciorek have called us a few times.
Jerry Reinsdorf commented: “We treat Floyd completely differently than other normal players.
For Floyd, where he lives and his teammates are just as important as money.
I think it’s 50-50.”
Other factors that made Floyd choose the Chicago White Sox team were
(1) a large park near his home that was very suitable for his practice,
(2) the opportunity to stay in the American Baseball League,
and (3 ) that city was also where his friends and relatives lived.
All of the above points are important,
but I know Floyd Bannister so well that I know what his priorities are.
For Floyd, God is most important, family is second,
and baseball career is third.
He considered the offers of both clubs
and made a decision based on his life priorities.
Floyd’s story helps sales professionals learn a lot.
That’s it, find out what your customers really want
and show them how your products,
goods and services can help them achieve their goals faster and better.
Thanks to that, you will get the business.
Price is also important,
but that’s just one of many important factors.
If you have a price advantage, make the most of it.
But if you don’t have that advantage,
learn what the Chicago White Sox did to sign Floyd Bannister focus on your other advantages.
Let me borrow the words of Sherlock Holmes:
“It is a very elementary thing, dear Watson.”
Action without planning is the cause of all failure.
Action with planning is the cause of all success. — Brian Tracy
YOU MAY CONTACT THE RIGHT OBJECTIVE
The Master Mind principle:
Two or more people actively engaged in the pursuit
of a definite purpose with a positive mental attitude,
constitute an unbeatable force. — Napoleon Hill
There are times when you have answered a series of questions well like
Customers continued to raise more objections.
At this point, you should understand that you may be talking to the wrong person.
Maybe it’s not the person
who has the authority to make the decision.
She or he may have to consult another person,
such as a sales agent,
company president, even a colleague.
Then your customers will find ways to delay
and they save face by not admitting
that they are not the decision maker.
To determine whether or not the person you are dealing with has the power to decide,
use John Hammond’s easy yet straightforward and effective approach:
“Sir, I don’t want to sound cocky,
but I really believe that our products are very versatile
and you have a real need for them,
so our product will be the best solution for all your problems.
But before I go any further, may I ask you a question?”
If the customer agrees, ask:
“If I could answer your questions
and demonstrate that this is a good product and at a fair price,
would you be willing to fill out the order right away?” not today?
Surely if you can perfectly solve their problems,
you will determine whether they are the decision maker or not.
That will save you a lot of time.
If the client admits that he
or she has no decision-making authority,
ask him or her to help you get an appointment with someone
who actually has decision-making power.
I want to emphasize again,
if you continue to encounter a similar objection,
it means that your presentation really has a problem!
To effectively communicate,
we must realize that we are all different in the way we perceive the world
and use this understanding as a guide to our communication with others. — Tony Robbins
OPINIONS NEVER LIMITS
Change is never a matter of ability,
it’s always a matter of motivation. — Tony Robbins
I repeat that the best time to deal with objections is before they appear.
But usually, most objections come up after you’ve presented the product.
If that happens, you need to record the presentation
(as discussed in chapter 5)
so you can analyze the important points carefully and notice how you present them.
You will no doubt find that your presentation is quite “long-winded”
and even omits a few key points.
It is also possible that you are too detailed about the points you care about,
not your customers are stuck.
It is very important that you recognize your shortcomings and at this time do not try to “strengthen” any more.
You are trying to convince the other customer.
It’s important to put yourself in the customer’s shoes,
anticipate objections you may face,
and address them in your presentation.
Most great people have attained their greatest success just one step beyond their greatest failure. — Napoleon Hill