Have you spent hours and hours trying to come up with the right rebuttal to an objection?
Have you ever been frozen in time when a customer says “I only want your best price!”
Have you ever wondered why your end of month deals always seem to push out into the next month, or quarter, or year?
If any of these scenarios tugs the heart strings, then you’re not alone. Every salesperson goes through this stuff, and more than once!
There are, however, things you can do to avoid these awkward and unprofitable situation in the future, and I’m about to tell you what those things are… (you’re welcome)
Raise Your Level of Thinking
Sales isn’t just about smooth talking and smiling, though those things certainly don’t hurt. Successful selling comes down to a certain way of thinking about each step in the sales process.
You don’t HAVE to say the same words in every situation (though you can), but you do need to understand what’s really going on in the customer’s mind.
If you can grasp what’s going on in the customer’s mind, then you can respond to each situation accordingly in a way that will bring you closer to closing the deal!
Every word you say is derived from your higher level of thinking.
The Master Concepts
Now for the good stuff! These are different ways of thinking about each selling/closing situation that will help you understand what’s really happening, and how to handle it…
Highest Level:
**Time – People don’t want to waste time! This should always be the first thing on your mind when you engage with a customer.
**Agree – Always agree with the customer (at least initially)! No matter how crazy or illogical they might sound, always be agreeable.
**Information – People can’t buy without enough information to make a decision, and this includes the price! Give it to them.
**Service – Provide the highest level of service possible at all times, whether you get paid for an activity or not.
**Put Them At Ease – Remove the pressure to make a decision or take any next step when the customer displays signs of defensiveness or fear.
Objections:
Concerns – If you are dealing with a real objections, the customer is still concerned about something, and you need to ask questions to figure out what that is. If everything was perfect, they would buy now, right?
Prospecting:
Attention – If you do only one thing in prospecting, and completely fail at everything else, get attention! It’s impossible to buy from somebody that you don’t know, right?
Qualifying:
Problems – Your goal is to find the customer’s problem, and solve that problem for them. This is the only reason anybody buys anything.
Presentation:
Specific – Present only what the customer needs to see so your presentation is relevant to them. When you buy a car, do you care about 100% of the features, or just a select few things?
Closing:
For Them – The close (exchange of value) is the only time you provide any real value to the customer because now they can use your problem which solves their problem. If you don’t close, you’ve just wasted the customer’s time.
Follow Up:
Be #1 – Most sales people don’t follow up at all, much less consistently. Be the front of the customer’s mind when they are ready to buy a product like yours.
Easy, Right?
I know this is a lot of information at once, so take it one section at a time if you need to. There are different points of a sales cycle, and you should be thinking about them differently, but all moving towards the same goal!
Your ultimate goal is to grab somebody’s attention, figure out what product solves their problem(s), and the close the deal so they receive the value and you receive the money.
In order to make it from Point A to Point B, you have to fluidly move through each situation without getting lost, which is not how most salespeople operate.
Thinking about each selling situation will help you take more appropriate action when engaging with the customer throughout the entire sales cycle, which will lead to you closing more deals with less effort!! It’s touh to beat that outcome, would you agree?
-JM
P.S. If you’re interested in becoming a Master of Masters in the art of selling, then you’ll want to check out Cardone University!
You can actually get set up with a free 7 day trial on my homepage and take advantage of the world’s #1 sales and business training for a week with no strings attached. Check it out now!
JakeMartincic.com 