First of all, I want to stress to any salesperson out there reading this, you need to handle this objection even before it comes up and rears it's ugly head.
You need to make sure that prior to you beginning your presentation that each and every person who needs to be involved in the decision will be present.
If not, than you just wasted your time with the dreaded
"ONE LEGGER" presentation.
You need to make sure that any person who will "have a voice" in the sale, needs to be present. You need to do this not only to make sure that your time is being utilized executing quality presentations, but out of respect to the customer.
It is incumbent upon you, for your own sanity as well as your ability to earn commissions, to make sure that all of your time
is spent executing quality presentations.
If you only speak to one of the spouses or one of the business partners, you will consistently be setting yourself up for major disappointments.
Also remember, that there are people out there who do this on purpose. They do this, so they are not placed in a position of having to make a decision.
As I stated previously, you up front, need to identify that all decision makers will be present.
If however, you are having to present a "ONE LEGGER," you need make sure that the person you are dealing with,
has the ability to make the decision to purchase on their own.
This needs to be done up front, before you get started in your presentation.
Example: "John, if what I am showing you, makes sense to your head, your heart, and your pocketbook; do you have the ability to move forward, or would you need to run this by someone else?"
If the answer is YES, proceed with your presentation and
CLOSE THE SALE.
If the answer is NO, or even a slight indication of NO;
STOP, and reschedule the presentation.
Do not fall into the trap of,
"just show me what you have,
I will run it by my spouse,
and I will get back with you."
If you can't recognize when you are getting blown off,
you had better find a different line of work.
It is always much easier to put you off,
by saying another person will need to be consulted.
This person, in their mind, is trying to make you feel better,
by allowing you assume, that some other entity,
has the ultimate decision making power.
Now there are times,
when a one leg presentation is unavoidable,
I get that.
However, it had better be 20% or less of your overall presentations, or you literally will not be able to survive financially in the sales business. With that being said, it is your job to identify the
"HOT BUTTON" with the person in front of you now. Because if it is necessary to reschedule the appointment, you need to make sure that you have all the ammunition in your sales gun at the ready when you actually meet with both parties.
For now, it is your job to open this person up, (the person in front of you now), to find out what is not only important to them, but the other person not actually in front of you.
This takes some finesse,
I will be going over this in another post.
Don't worry, I will teach you how.
Remember, your time is
your most valuable asset
in the sales business.
As I said before, make sure your time is spent
making quality presentations.
In doing so, your sales life
will be much more rewarding,
both mentally and financially.
Da Bear