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Let’s suppose your prospect says, “The price is too high.” Is that really what she or he means, thinks or feels? How about, “I need to think this decision over?” Are they really saying they need to think it over, or is there something more going on beneath the surface? How about, “I want to talk with some additional suppliers before I make my decision?”All of these comments, as well as many others, have one thing in common. They are statements that the prospect makes that may not be either the truth or a reflection of what is really going on in the prospect’s mind.Thousands of sales will be lost today because salespeople accept and believe these statements as truth. Maybe they are and then again maybe they aren’t. How do you know?You must learn to get beneath the truth line in every conversation or sales presentation. You must learn how to bring the real issues, questions or concerns to the surface so you can address them. If you don’t, you will not be dealing with the real objections or resistance that can cause yet another blown sale.Traditional sales training asks you to use a variety of clever techniques to ‘overcome’ these objections or sales resistance. I would rather you change your paradigm and see these statements and others like them not as sales objections, but unanswered questions or concerns in the deep recesses of the prospect’s mind.Let’s go back to the previous three examples. What is the prospect really asking or what could they be thinking when she or he says the price is too high? – Why should I pay so much? Can I afford it. I don’t have good enough credit to buy it. Can I get it cheaper somewhere else? If I pay this much, will it satisfy my needs or problems? You haven’t convinced me it is worth what you are asking me to pay.How about the second one, “I need to think it over”? What could he or she be really asking or saying? – I don’t have the authority to make the decision myself. Should I get someone else involved in this decision? What if I buy it and it doesn’t work, how will I look to my boss, customers, etc.?And, the last one, “I need to shop around.” What could they be saying or really asking or thinking? – It’s your turn. See if you can come up with your own answers.A technique I have used for years when I am getting information that I am not convinced is the truth or is just a cover for something else is, “In addition to that (whatever he or she told me), is there anything else that could get in the way of our doing business together now?The rationale for this question is: 1) I am not challenging their opinion, view or statement. 2) I am accepting whatever they are saying (not necessarily agreeing with them, but accepting the words for the time being) 3. I am positioning myself to determine what else might be going on (below the truth line) that might stand in our way. Notice I put a trial close at the end of the question rather than just asking the question.The purpose for this technique is to send the message to the prospect or customer – give me everything you have now that will prevent us from doing business together. (Remember, the information you don’t get early in the sales process can hurt you later in the sales process.) I still have to successfully deal with all of theses issues or questions to close the sale, but at least I know what the real issues are. If I can, I have a sale and won’t get a whole new list of challenges after I have handled these.
Article Source: http://www.content.onlypunjab.com
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com
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