That other group down the street has it priced for less,
Hmmmm, how do we answer this age old question
and close the deal?
As salespeople, we deal with this all of the time,
"I was looking at your competitor down the street,
and they are selling their...
VEHICLE
APPLIANCE
JEWELRY
HOME
FLOORING
(whatever the product) for less $$$$$,
than what you are selling your product for."
I want to show you how to close this customer,
by using a graph.
This is next level stuff,
so you need to practice this, until you perfect it.
If you just "WING IT" you will come off to your prospect as a complete idiot.
I want to address this right up front. Are there items that are worth more money than others?
If you didn't answer yes,
it's time for you to stop playing.
There are items that are worth more money than others, because of the way they are built, resale value and overall perceived value.
Here is a perfect example: Why does a Rolex watch, sell for more money, than a Timex watch? They both tell time.
Hell, for the cost of a Rolex, you could hire someone to walk behind you, and when you need to know the time, you could just turn around and ask, "hey, what time is it?"
I will even take it one step further, are there figures within the world of sports that get paid more than others? Why is that? The reason is because they are typically better at playing their respective game, than other players around them.
They also will place more butts in the seats,
just do their popularity. It's just the way it is.
There are things that just cost more money.
There is also an added factor here. In most cases, those items will be worth more down the road, than the similar item that can be purchased for less money.
Take the Rolex for example...
Is the Rolex going to be worth more or less
than the Timex, several years down the road?
I think you get the picture.
I learned at a very early age in sales THE GRAPH CLOSE,
it changed everything for me.
I am going to share it with you now.
You can use this type of close with any kind of sale,
here are just a couple of examples.
Real Estate Sales:
If your client said to you I found the same style of house down the street for $50,000 less than what this house is being listed for. You should respond with logical reasons why that house is listed for $50,000 less? How about location? How about the schools in the area? How quickly is that part of town growing? What's the crime rate in that neighborhood?"
There is an entire host of reasons why.
Your job is to explain
and to be an advisor to your client.
Help them make the best decision.
"Mr. and Mrs. Customer, I want you to remember one main thing about real estate." "You make money in real estate when you buy the home, not when you sell it." "When it comes time to sell the house, the majority of the time, it will be worth less than the house "down the road." "It's still a good investment, however the other home is a great investment."
Remember this phrase when in
your negotiations with your prospect.
"Mr. and Mrs. Customer, there is a reason that the house you are comparing this one to, is priced that way. I will do whatever you guys want me to do. We can place an offer on that home, and I will present it immediately. However, let me show you something about this home that may help you with your decision.
(make your graph)
Follow it up with all of the benefits about the home,
and why it is a better purchase for your customer.
Salesperson:
"Now Mr. and Mrs. customer, I am no mathematician, but when it comes time for you to sell the home, once you factor out the fees to sell it, you will be left with quite a bit more money in your pocket to purchase, the next home you decide to buy."
"I want to make sure that this
is not the only time that we do business together."
"I also want to make sure that you would feel comfortable referring me out to your friends and family members." "
My job here is to act in the capacity of your advocate,
not just someone helping you get into a home." "
Does that make sense?"
Automotive Sales:
Why does one brand of Sedan sell better than the other brand? Reliability, gas mileage, yearly cost of driving and above all else Re-sale value.
Remember this phrase when in
your negotiations with your prospect.
"Mr. and Mrs. Customer, there's a reason the dealership you are comparing us to, has their car priced less than ours.
If you actually were interested in purchasing that car,
you probably would have done it already.
I believe there is a reason that you are here with me now.
You strike me as the type of people who are interested in quality and a product that will last."
(Draw your graph)
"Now I am no mathematician, but at the end of the day our car will be worth $6000.00 more than the other car when it comes time to sell or trade in. There is a reason they have it priced that way. Does that make sense?"
It doesn't matter what you sell, the graph style of closing works amazingly well. Just think about it, if you sold appliances, you could apply the depreciation graph to show your client why your brand is a better purchase than the another brand. Reliability, consumer ratings, expected length of appliance life etc...
The list goes on and on.
Graph closing is an amazing way to get your point across. The reason is that people can actually see why doing business with you is the best decision, written out for them in black and white. Most people are visual, so use it to your advantage.
Always remember when you are selling your product.
DO I PERSONALLY BELIEVE THAT WHAT I AM SELLING, IS WORTH THE MONEY THE COMPANY IS ASKING FOR IT?
If you do not believe it, why should your prospect?
Why should the prospect part with their hard earned money, if the salesperson doesn't believe their product is the best available?
The customer can sense if you believe in what you sell.
So once again, you better believe at gut level,
your product is the best one around.
If not, you better go sell for your competitor.
Practice the graph close, I love using it, and you will too.
Now go out and Close some deals
Da Bear