First of all you need to know what an AXIOM is...
An AXIOM is just the simple truth of what something is. Take away all of the salesperson's jargon, and simply place yourself into the mindset of your customer.The actual definition of an axiom... "something that is self evidently true, established or accepted."
So, we as MASTER CLOSERS must understand that within every answer that you give to your client, it must be either SELF-EVIDENTLY TRUE, ESTABLISHED or ACCEPTED in order for you to obtain the desired result, which better be
"the good old head a noddin'".
If something is SELF EVIDENT, it is actually OBVIOUS.
For Example: "John and Mary, if you don't take care of that roof right away, those leaks you keep seeing aren't going to get any better. It needs to be taken care of, you guys get that, right?"
In this example, the salesperson's statement was completely obvious without coming off as a jerk.
If something is ESTABLISHED, it is CLEAR, APPARENT or EASILY UNDERSTOOD.
For Example: "John and Mary, you guys saw the ad that was on Television that explained the Zero Percent Financing, right? Well, that ends on January the 1st. If you guys wait until after that date, I am sorry, but it is gone. So, you need to take advantage of it while it's available, because when it's over, it's over. Does that make sense?"
In this example, the salesperson stated a fact that is easily understood. The offer has an expiration date, the salesperson was CLEAR about the offer, and the salesperson made it easy to understand for the customer.
If something is ACCEPTED, it is either VALID or CORRECT. (This is very close to being Self Evident or Obvious)
For Example: "John and Mary, if something happens to either one of you, you currently have no Plan B to take care of the kids, right? Well, the Plan that I am showing you takes care of the kids, pays off the house and will take care of their education. Is this the plan you want to go with, or would you like to go with a plan that has an even higher payout, if something happens to the both of you?In this example, the salesperson had the client accept responsibility. The salesperson did this in such a way as not to come off as jamming it down their throat, however, giving the clients options as to which plan would work best for them. This style of axiom is extremely strong, and needs to be practiced in order to master the way it is delivered.
So, ultimately what are AXIOMS?
They are the absolute TRUTHS that need to be incorporated into a salesperson's vernacular as a way to handle objections. I will show you how to overcome objections in such a way as to position yourself as the client's ally. This is what you want, because the person who is paying your commission is not the company you work for, it is the person directly in front of you. So, in essence you are their employee, who has their best interest in mind and is someone who will fight for them. You need to be their friend and guide in the sales process.Is this sinking in? It had better be, or you're gonna have skinny kids, and one unhappy spouse!!!
If you want to be a MASTER CLOSER, you need to understand this and get it down.
Da Bear