This happens to the best of us,
it will also happen to you too.
This well meaning interloper into your presentation,
can ruin your deal, with just a few misplaced words.
If you do not know how to handle this person
immediately and respectfully,
they can kill many a deal for you.
So listen, pay attention and take notes. It is not that hard to handle, if you know the mindset of this individual.
Many times, this person truly does have the best of intentions. They want to protect their
(MOM, UNCLE, DAUGHTER, GIRLFRIEND etc..)
who is your potential sale, from getting
"RIPPED OFF," by some slimy bullshitting salesperson.
There are however, people fondly
known as the 3rd base coach.
This person just wants to throw in their 2cents,
because they want to feel like Mr. or Mrs. BIG SHOT.
You need to figure out which one
of these 2 you are dealing with, immediately.
Either one of these 2 types of people will love to interrupt your presentation whenever possible. They actually enjoy getting the salesperson, "FLUSTERED AND OFF THEIR GAME." I can tell you from experience, that if you are prepared, handling both these types of interlopers can be done the same way.
Enough talking about it, do you want to know what to do?
First of all RELAX. Get calm and be ready to put on your most innocent, kind, and caring persona that you can muster.
If you aren't willing to do this; start packing!
Here we go.
Interloper number #1:
"Hey, wait a minute here,
my Mom has not agreed to do anything yet?
How do we know that you are giving her the best deal?
My Mom always buys stuff, before actually thinking about it."
Interloper number #2:
"You know what (salesperson),
I HAVE A FRIEND OF MINE, who can take care of my Uncle,
for half of what you are selling this for.
I'm not sure if you're the company,
we need to be dealing with here."
DO NOT
BECOME COMBATIVE IN ANY WAY.
I cannot stress this enough.
ALWAYS, ALWAYS ALWAYS....
Validate their presence,
and respond with this....
Salesperson:
"I'm so sorry, this is entirely on me, it's my fault. I certainly didn't mean any disrespect here. If that is the way that this has come off, I'm so sorry. Normally, I deal with only the people who are going to be taking on the financial responsibility personally.
So, am I to assume, that you will be participating
with the financial portion of this?
By that, I mean the down payment and the monthly payment.
Or are these responsibilities, solely going to fall, on your
(MOM, UNCLE, DAUGHTER, GIRLFRIEND etc...)?"
You should hear responses like,
"Well no, my uncle is going to be the one paying for this."
or
"No, it's on her. I'm just here to make sure no one takes advantage of her."
Salesperson:
"I understand, that's why I am so grateful that you are here, for your (MOM, UNCLE, DAUGHTER, GIRLFRIEND), as their advocate. It actually makes my job easier. I'm sure that you actually can see here, with what I have shown (him or her),
my numbers are definitely in (his or her) favor, right?
WTHell just happened???
Here's what happened...
You diffused the situation,
and maintained control.
Note: done correctly, meaning you delivered your words
in a sincere and humble way,
the interloper who is attempting to throw salt on your deal, will gently fade away.
The reason this works so well, is that you are obtaining your objective, which is to move this interloper out of the way.
By the way, congratulations.
You put this person "in their place" in such a professional way, that they don't want to challenge you any longer.
Very politely, you actually shamed them.
If done correctly, this person should no longer be an issue.
You did all of this,
without being confrontational.
Well done.
If you look at this logically, this person just wants the best for their loved one. You are there to provide a level of calm and professionalism. So provide it.
I want to add something here...
Nothing works 100% of the time. I am just increasing the odds.
If this approach works for me only 50% of the time, so be it.
I am giving to you, what has worked for me throughout the years.
By using this approach, it has allowed me to set aside many a person who is attempting to cast doubt on my sincerity for my client. I set myself apart from other salespeople who become combative when this situation arises.
If you become combative towards the person
who is acting as an advocate for their
(MOM, UNCLE, DAUGHTER, GIRLFRIEND etc...),
you just insulted the very person,
you are attempting to sell your product to.
Don't be stupid here. Think.... How would you respond if your own mother asked you to be involved in a purchase, that she knows she needs, but has a bit of fear in purchasing it?
She just needed someone there, to "hold her hand," during the purchase. How would you react, if the salesperson became combative with you? You would probably kick his butt, right?
Once again, use your brain here. You are dealing with human beings. They can be emotional, you cannot! You must always be the "TRUSTED GUIDE," who assists this person for their arrival at the final destination.
Which is to sign, "on the dotted line."
So take all of your emotions and pride, and
literally toss them out the window.
Done correctly, you can actually turn this interloper
from an adversary into an ally;
who has now become your advocate,
assisting you with your sale.
I have done it a thousand times.
I cannot stress just how important
it is to master this skill.
So Practice this.
Da Bear