Any advice for when people say they need to think about it?

Quote:

Originally Posted by Jorel

In my training I was always taught to agree with the customer first, this way you make them feel comfortable giving you any answer that comes into their mind. So I start of my reply with like

I understand how you feel

Now in order to make my first statement more credible I add many of my favorite clients have said the same thing.

This lets them know that they are like other customer who have bought. And then i ask May I ask what your concerns are?

So you can find the real objection.

So put together it goes like this

I understand how you feel, many of my favorite clients have said the same thing before they bought (signed the contract, made an offer). (pause) May I ask you what your concerns are?

I’m pretty sure that almost always works for you.

I guess that most salespeople would recognize that as a very clever way to get the prospect to buy when he/she did not really want to. Most of those salespeople would see the logic of it, too.

And, a few, very few, might also remember times when they did it and it actually worked for them.

Quote:

Originally Posted by JacquesWerth

I’m pretty sure that almost always works for you.

I guess that most salespeople would recognize that as a very clever way to get the prospect to buy when he/she did not really want to. Most of those salespeople would see the logic of it, too.

And, a few, very few, might also remember times when they did it and it actually worked for them.

Thank you for flattering me by refering to my objection handler as very clever.

I believe my product is useful to my clients or I would not even be speaking with them. And most sales people who believe in their product see the logic of this belief.

Quote:

Originally Posted by Jorel

Thank you for flattering me by refering to my objection handler as very clever. ;sm

I believe my product is useful to my clients or I would not even be speaking with them. And most sales people who believe in their product see the logic of this belief.

Ninety-seven percent of 1030 surveyed salespeople admited that they will say or do "whatever it takes" to close a sale.

They justify whatever they do or say with the argument that it is always for the good of their prospects.

Quote:

Originally Posted by JacquesWerth

Ninety-seven percent of 1030 surveyed salespeople admited that they will say or do "whatever it takes" to close a sale.

They justify whatever they do or say with the argument that it is always for the good of their prospects.

Professor Rob J Hyndman says 97.3% of all statistics are made up.

And a fact that I have learned through life experiences and has nothing to do with statistics is that people who put down others ideas with out a suggestion or an idea of there own are ussually too ignorant to be listened to in the first place.
This is true because it is easier to criticize than create.

Quote:

Originally Posted by Jorel

Professor Rob J Hyndman says 97.3% of all statistics are made up. lagh2;

And a fact that I have learned through life experiences and has nothing to do with statistics is that people who put down others ideas with out a suggestion or an idea of there own are ussually too ignorant to be listened to in the first place.
This is true because it is easier to criticize than create. sn;

Harry Truman said, "If you can't take the heat, get out of the kitchen."
On the other hand, you could make false accusations, whine and do some name-calling.

Quote:

Originally Posted by JacquesWerth

Harry Truman said, "If you can't take the heat, get out of the kitchen."
On the other hand, you could make false accusations, whine and do some name-calling.

I'm glad I never purchased your HPS techniques if this is the kind of advice that you dish out.

Quote:

Originally Posted by JacquesWerth

Ninety-seven percent of 1030 surveyed salespeople admited that they will say or do "whatever it takes" to close a sale.

They justify whatever they do or say with the argument that it is always for the good of their prospects.

"Ninety-seven percent of 1030 surveyed salespeople admited that they will say or do "whatever it takes" to close a sale." I don't buy this statement as it implies that salespeople will go over that line and be dishonest to get the sale.

From my knowledge of statistics, it's easy to word a survey to get
the results you want when you question the people. Among other
things I would want to know:

1) Who gave that survey?
2) The questions asked
3) Was this survey audited?
4) Were other studies of this type done?
5) The purpose of this survey
6) Who participated in the survey?

Quote:

Originally Posted by Jorel

I'm glad I never purchased your HPS techniques if this is the kind of advice that you dish out.

If you had, you would be entitled to a full refund - no questions asked.

My persoanl integrity was always more important to me than 'going all out to get a sale'.
Short skirts will only get you so far. Eventually, you better have something meaningful to say to the customer.

Susan

Quote:

Originally Posted by Wonderboy

"Ninety-seven percent of 1030 surveyed salespeople admited that they will say or do "whatever it takes" to close a sale." I don't buy this statement as it implies that salespeople will go over that line and be dishonest to get the sale.

From my knowledge of statistics, it's easy to word a survey to get
the results you want when you question the people. Among other
things I would want to know:

1) Who gave that survey?
2) The questions asked
3) Was this survey audited?
4) Were other studies of this type done?
5) The purpose of this survey
6) Who participated in the survey?

I am not asking you to "buy this statement." It is a statement of fact whether you buy it or not. If you are implying that we fixed the survey to get the results we wanted, you don’t know who you are talking about.

My company conducted a group verbal questionnaire with every new student who attended our sales training workshops for over one year. Three of our senior certified trainers asked the questions of the groups they were training, as the first exercise of the workshop.

The purposes to the survey was
A. For us to learn the percentage of salespeople who practiced Total Disclosure vs. Half-Truths.

B. For them to realize that:
1. Emphasizing Benefits without mentioning detriments obscures the truth.
2. Persuasion, Convincing and Manipulating almost always prevents Total Disclosure.
3. Overcoming Objections by restating, reframing and minimizing is a form of Rhetoric.
4. Asking Rhetorical Questions is inherently manipulative and insincere.
5. Exaggeration and Puffery are a quasi-legal form of lying.
6. Telling the Truth while withholding any pertinent negative information is deceitful.
7. "Half-Truth" is another word for “lie.”

We asked thirty-seven questions about how each of them sold prior to taking our course. At the end of the survey, we asked them, “Based on what you have already been disclosed, what will you do to make a sale.” Ninety-seven percent said, “What ever it takes.”

Read or print out the first 4 chapters of our book free, at our website: http://www.highprobsell.com

	#29
susana	My persoanl integrity was always more important to me than 'going all out to get a sale'. Short skirts will only get you so far. Eventually, you better have something meaningful to say to the customer. Susan __________________ *Join my new blog: www.sellingtotheaffluent.net* *www.susanadamshome.com*

Any advice for when people say they need to think about it?

Sales Resistance/ Negotiation