We're not interested objection

Originally Posted by Skip Anderson Bluenote, in my earlier post, I granted you that, if you're successful using the "I only sell to people who are ready to write me a check today" philosophy, then more power to you. Why won't you grant to me that selling in other industries or in different markets might be different from what you say works for you? Skip Anderson

Skip,

You are a consultant/sales trainer in the business to consumer markets correct?

You state your specialties as - Ideal Clients: Companies that have a sales force that sells to consumers (in-home selling, retail selling, showroom sales, investment and insurance, real estate sales, etc.).

Using this as an example, can you name one of those fields that you can not get paid for your products and services "today"?

I have sold a wide range of products and services from small $100 ads in the local newspapers to multi-million dollar contracts for institutional CD investments over the years. In between there have been auto sales, showroom sales, in-home selling, high-end advertising etc...

Getting paid in the same sitting with any of the above clients, is simply not an issue when you're only working with the clients who you should be spending your time with.

In fields that are above what I'm experienced with, the same basic philosophies and principals hold true. Mitch has already given examples of the mutual commitments required.

Originally Posted by bluenote Skip, You are a consultant/sales trainer in the business to consumer markets correct? You state your specialties as - Ideal Clients: Companies that have a sales force that sells to consumers (in-home selling, retail selling, showroom sales, investment and insurance, real estate sales, etc.). Using this as an example, can you name one of those fields that you can not get paid for your products and services "today"? Getting paid in the same sitting with any of the above clients, is simply not an issue when you're only working with the clients who you should be spending your time with.

Bluenote, thanks for your question. It's a good question. I have never said that someone cannot get paid today. Anything is possible.

But, your point has been that a salesperson should only spend time with someone who is ready, willing, and able to write a check today. That may be difficult if you sell swimming pools; home additions; jewelry; cars, landscaping, etc. Also in this category of prospects is anybody that needs to know what something costs or what the capability of the seller are, or has custom design work included as part of the selling process.

Is someone going to buy a car without a test drive? Probably not. Therefore, they need a test drive, and may well likely need more than that from the salesperson. Most consumers are not "ready, willing, and able" to buy a car when they walk into a showroom. At that point, it's too early to figure out who is ready to buy a car today. What these prospects are is interested enough to walk into a car dealership or walk onto the lot. They're not ready to give the salesperson a check because they may not (probably don't) even know what they want at that point. Now, if the salesperson works with the prospect and doesn't disqualify them prematurely, the prospect may well buy today.

As I've stated before, I agree with selling to those who are ready, willing, and able to buy. But I also know that, realistically, in many areas of selling, the majority of customers are going to come from outside the group of people who are ready, willing, and able to write a check today. They may become ready as the sales dialogue continues, however.

Skip Anderson

Using your examples of swimming pools, home extensions, plans being drawn etc... Having a signed contract and a deposit in your hand at the end of your meeting constitutes getting paid.

I was in automotive sales for quite a while in various capacities - I have sold hundreds of vehicles over the years to folks and families who "never took a test drive" or told me "we had no intentions of buying this car today". There are two sentences that qualify a car buyer when they walk into your showroom. This takes less than 10 seconds, separates the tire kicker from the buyer and preserves your valuable time.

Clearly we are not going to agree with each others sales philosophies Skip. Each have been beaten to death in every shape, style and form all over this forum. In fact, I've received hate mail from the way I express myself here, which I find amusing coming from a spineless anonymous internet user.

So, as the saying goes, we'll have to agree to disagree.

Originally Posted by bluenote There are two sentences that qualify a car buyer when they walk into your showroom. This takes less than 10 seconds, separates the tire kicker from the buyer and preserves your valuable time.

What are the two sentences?

Originally Posted by JacquesWerth Quote: If you want to dispute the accuracy of the statement, first look at repetitiveness of his previous posts.

Jacques, with all due respect, nobody is more repetitive on SalesPractice than you are. Virtually every post is a variation on "sell only to those who want to buy" and "sell only to those who are ready, willing, and able to buy." (or else it's self-promotion of your book or your company).

Skip Anderson

Originally Posted by Skip Anderson Jacques, with all due respect, nobody is more repetitive on SalesPractice than you are. Virtually every post is a variation on "sell only to those who want to buy" and "sell only to those who are ready, willing, and able to buy." (or else it's self-promotion of your book or your company). Skip Anderson

You might count the number of times that Skip has posted and the number of times I have posted in this thread. I have not counted, but my guess is that it's at least 2 to 1.

Then, count the number of words that each of us have posted. It's probably more like 10 to 1.

Of course they are not interested....It is your job to get them interested, because if you don't someone else will!! Does not matter what you are selling....they are interested!!

Don't know if I responded before, but from experience, I have found the best way to overcome that is to improve your presentation.

[quote=Training;28220]Hi to all. I'm new here and will drop by occasionally.



You can't believe how that response can impact a prospect. It would place them on the defensive and they quite often then gave him something he could grab onto.

One sequence I know about: (P) Prospect; (S) Salesperson

P: I'm not interested
S: Then why did you invite me here?

P: What do you mean?
S: George, I'm confused. We briefly talked about (product) and you said you've been considering it off and on for months. What changed in the last five days to wipe out your interest?

At that point George has to come up with something. It might be baloney or could be real...but he has to respond.



I would add to that that anything that makes the prospect come up with an answer you DONT WANT is a bad strategy. I personally would spend more time with the set up than the close.

If i ever get any rejection, then i have to eliminate the risks the buyer is concerned with, one by one.