Ok, I know that you have probably never heard this before. YEAH RIGHT!!!
Anyone who has been in sales for more than 5 minutes has heard this age old gem come up.
It's like reading Shakespeare.
This timeless classic has been around for thousands of years. This timeless pearl of a smokescreen is actually not that hard to handle, if you use your head and have some simple phrases in your verbal arsenal to overcome it.
I want to give you a few phrases that no matter what your respective sales genre is, you can mold the phrases to suit. It is not that difficult to perfect, but it does take some practice. So take some time to learn it; your commission check will be very grateful that you did.
So let's get going.
Let's use our good old Friend the camel merchant in the first example.
Let's set the stage...The customer just trotted onto the camel lot, and is looking around.
Mr. Camel Merchant:
Good morning, welcome to Tribal Camel Sales, my name is Dave the Camel Merchant, may I have your name?
Customer:
I am John the Camel Buyer, and this is my wife Mrs. John the Camel Buyer.
(some getting to know you questions
and answers are exchanged)
Mr. Camel Merchant:
"So how long have you been thinking about getting a new Camel?"
Mr. & Mrs. Customer:
"Whoa, now slow down there partner...We're not buying any camel here today, me and the misses are just looking."
Mr. Camel Merchant:
"Mr. & Mrs. Camel Buyer, I completely understand.
I know that there are many things that you guys could be doing today, other than looking at camels. But since you are here, that gives me an idea that you are not completely satisfied with the current model of camel you are riding. As it sits right now, what is the one main thing about this camel you would change or are not satisfied with?"
Mr. & Mrs. Customer:
"Our family is growing, and with this camel only having one hump, it is making it tougher for us to to go shopping, and even to get the baby saddle on only one hump."
Mr. Camel Merchant:
"I completely understand, when my wife and I had kids, we too had to switch to the two hump model.
Let me see how I can help you guys."
"So, how long have you been thinking about getting a new Camel?"
(He lets the customer answer)
"What made you decide to do something about it today?"
(He lets the customer answer)
WOW, WHAT A DIFFERENT APPROACH!
Mr. Camel Merchant immediately showed empathy, and also showed that right out of the gate he is a different kind of Camel Salesperson. He was able to handle the "we're just looking" smokescreen in a very respectful and professional way.
Notice as well, that Mr. Camel Merchant went right back to the original question and followed it up with question two. Those are the questions, that every salesperson must have in their opening meet and greet. I cannot stress enough the importance of asking these two questions each and every time, you meet a new prospect.
I have entire post dedicated to these opening questions.
READ IT.
It is crucial, you need to extract this information.
Here is one more phrase that could be used to handle the
"we're just looking" smokescreen.
Let's use Mr. Camel Merchant again.
Mr. & Mrs. Customer:
"Whoa, now slow down there partner...We're not buying any camel here today, me and the misses are just looking."
Mr. Camel Merchant:
"I completely understand, I don't think you guys woke up today with a burning desire to go and look at Camels today, right? Usually, there is something that happened that made you decide that you needed to take the time to go and look. Could you let me know the one thing that dissatisfies you the most about the current model of Camel you are riding? What is the one thing you would most want to have on a new Camel?"
Mr. & Mrs. Customer:
"We need a camel that has a much larger towing capacity for our business, and also that can seat 3 riders."
Mr. Camel Merchant:
"What would you be towing with the new camel?"
(He lets the customer answer)
"So, how long have you been thinking about getting a new Camel?"
(He lets the customer answer)
"What made you decide to do something about it today?"
(He lets the customer answer)
Again, same scenario, just a slightly different approach. However, both approaches were done with respect and a genuine concern of how the customer's needs could be met.
By using this approach, your commissions will increase exponentially, and you will have a much larger amount of repeat and referral business.
Go make some new friends and close more deals
Da Bear