Ok, so your prospect pulls out his or her verbal assault rifle, and hits you with the OLDIE BUT GOODIE,
TRIED AND TRUE for years....
"We need to think about it."
This has been used, I would imagine, since Biblical times. Lets go back thousands of years to the camel merchant, who is selling the best camels in the territory, and resurrect the scene. The camel merchant has shown the customer the camel that has the best markings, he found out from Mrs. Customer, if they are a one hump or two hump style of rider. He had Mr. Customer kick the hoofs of the camel, to determine what kind of suspension system this animal has and so on....
Mr. Merchant can feel the sale about to take place, THEN WHAM!
My wife and I need to to think about this."
"We'll get back with you."
WTH!!!!
Anyone who has been in sales more than 5 minutes,
has had this happen to them.
This merchant had already pre-spent the shekels in his mind. So, instead of getting nervous, and getting diarrhea of the mouth and mind. He remembers his training, and realizes that the customers; as of yet, do not have the level of assuredness
they need to make an educated decision.
So he relaxes, composes himself and starts to find out
"the real reason why."
I am going to show you a tried and true way of overcoming this, and maintaining your gross.
You need to do this without looking like a COMPLETE IDIOT,
I was taught many years ago how to handle this.
I want you to realize something, the customer just has a reservation that the deal they have been presented,
works for them, That's all.
People, want to make sure they are making the right choice.
Don't get overly excited here and lose your cool.
Let me show you an easy way of handling this,
that will make sense to your client.
It also, will allow you to close the deal,
without giving it away.
Let's use Old Mr. Camel Merchant as the example...
Mr. Camel Merchant.
"Mr. and Mrs. Customer, normally when someone tells me that they need to think about and they will get back with me; I never hear from them again."
"What I have found out by years of doing this, is either the customer is just trying to be nice to me,
so as not to hurt my feelings, or there is something not sitting right with them about the deal."
Do you mind letting me know which one it is?
Mr. and Mrs Customer:
"It's the deal."
Mr. Camel Merchant.
"What about the deal is making you have some reservations,
is it the price or the payments?"
Mr. and Mrs. Customer:
"It's the price, I'm not paying that for this style of camel."
Mr. Camel Merchant.
"When you say to me that the price
for this style of camel is too much."
"Did you mean purchase price,
or the ownership price of the camel?"
Mr. and Mrs. Customer:
"What's the difference."
Mr. Camel Merchant:
"Well, sir they are actually two different things."
"One is the price paid for the camel, that's a one time cost."
"The other is the actual cost of owning the camel,
which are the real shekels you spend each and every month."
"Didn't you tell me that one of main reasons you were
trading in the old camel, was that it is out of warranty?"
Mr. and Mrs. Customer:
"Yes"
Mr. Camel Merchant:
"That means currently if something happens to the camel;
like a blown hoof for example, this all falls on you. Right?"
Mr. and Mrs. Customer:
"Yes"
Mr. Camel Merchant:
"Also, one of the other things you guys said concerned you,
was the amount of hay and grain you have to feed your current camel each week, to get you where you're going."
"About how much hay and grain would you guys estimate you go through weekly with your current camel?"
Mr. and Mrs. Customer:
"About 50 pounds of hay and grain per week."
Mr. Camel Merchant:
"How much does that cost you guys?
Mr. and Mrs. Customer:
"About $500.00 to $700.00 shekels per year"
Mr. Camel Merchant must remain calm.
He must deliver this next crucial step,
with conviction and sincerity.
He is now acting in the capacity
of a guide and consultant.
Mr. Camel Merchant:
"Mr. and Mrs. Customer, let me show you a couple of things."
"First: The national yearly average here in the territory on camel maintenance cost is, $1,800 to $2,400 shekels per year."
"That's real shekels right out of your hand."
"The average hoof replacement runs about
$1,900.00 shekels to repair."
"If that happens, it's all on you."
"That's more shekels right out of your purse
each and every month."
"Since a repair is usually unexpected, it hurts even more,"
because it's not budgeted for."
"With this new model, you have a head to hoof warranty
for the next 4 years."
"If something happens, you don't have worry, it's covered."
"So those shekels, now stay in your purse."
"Also, these older models have a tendency, to have serious digestive issues, which means much higher emissions,
because they eat more."
"Because these newer models are raised more efficiently,"
the amount of hay and grain you will be feeding this new model is much less."
"On average, it's about 25 pounds per week in hay and grain."
"This is going to save you guys between $250.00 to $350.00 shekels per year."
"Again, more shekels saved each and every month."
"That's more shekels right back in your pocket."
"Since you have a head to hoof warranty, you will be saving approximately $8,000.00 shekels over the next four years on maintenance."
"In addition to the money you're saving on maintenance,
plus the shekels you're saving feeding new the camel,"
"it would be safe enough to assume, that over the next 4 years you are going to save about $10,000.00 shekels, right?
"That's actual real shekels in your pocket."
"If you don't have to spend the shekels, you save the shekels."
"You guys follow what I am saying here, right?"
Mr. and Mrs. Customer:
"Yes"
Immediately, Mr. Camel Merchant throws out his hand,
shakes Mr. and Mrs. Customer's hand, and follows with this...
Mr. Camel Merchant:
"I'm glad I was able to clarify this for you guys, because this model of camel doesn't stay on the lot for long."
"It would have bothered me if I knew you guys
had missed this opportunity."
"It would have meant that I didn't do my best job serving you."
"I always want to do the best for my customers."
"Ok, I just need your signature here on the papyrus,
and I'll get this Camel over to detail, I am excited for you guys.
Who's the first person you want to show your new camel to?
Assume the sale!!!!
Assume the sale!!!!
Assume the sale!!!!
It's just that simple.
I said simple, not easy.
There is a difference.
Simple, means it is easily understood.
Not easy, because you need
to practice it, to master it.
I know you can.
This example could be used if you are selling cars, roofing, real estate, insurance, home improvement etc...
It doesn't matter what kind of sale you are in.
What you are doing is simple extraction.
You are extracting valuable information that is allowing you to isolate the objection, fix it, and close the sale.
Use your brain, do not get overly anxious and start freaking out over this objection. I have been using this method for years, so be confident and sincere when you deliver this.
Your customer will see your sincerity,
and they will buy from you.
Trust your training.
Once again, don't freak out
and start to lose it.
Be calm, and close the deal..
Da Bear