Oh, my goodness....
If I had a nickel for every time that I heard a salesperson become frustrated when the sale is not going just as he or she had planned, then lose their composure, and become combative with the person who is actually writing their check, I would never have to work again.
Who was the genius who informed salespeople,
that the game of one upsmanship is the way to sell?
I have seen far too many customers shut down
when the salesperson hits a customer back
with stupid objection handlers like,
"what do you mean that you need to think about it,
you have all of the information right here in front of you
to make an educated decision."
Well you know what genius, their education decision is
NOT TO DO BUSINESS WITH YOU.
Think about it...
You are in the courtship phase of your
relationship with this customer.
If you expect the customer to say yes,
and accompany you through the wedding
(signing the contract).
Then on to the honeymoon
(you, receiving your commission).
You have another thing coming
when you become combative.
You're headed straight to divorce court
with this prospect.
You need to have another way of handling this.
You need to have the customer feel that the decision
to do business with you is 100% theirs.
There can be no Abrasiveness or Friction
during the negotiation or close, PERIOD!!
If there is, all your work just got flushed down the toilet.
The person who just flushed the toilet
is the salesperson, not the customer.
So how does a Master Closer
avoid these mistakes, and close the deal?
Would you like to know,
Yeah I thought so.
Before we dive into this, always remember
there are questions that can be asked during the close,
which will allow the customer
to feel as though they are in control.
However, it is truly The Master Closer,
who is the choreographer of this dance.
Remember what I have said previously,
most objections are not really objections.
Most are smokescreens,
that Masquerade themselves as objections.
This is why a Master Closer
will never become unnerved, alarmed or panicked
when objections make their arrival.
The Master Closer already knows they are coming.
Did this happen by accident? Hell no.
The Master Closer has practiced his or her technique
so many times, that when smokescreens or objections arise,
they are already 3 or 4 steps ahead, and ready to
handle what is being thrown their direction.
They have prepared themselves mentally to
handle the CURVE BALL.
THIS IS WHY THEY MAKE THE BIG BUCKS.
Ok, now let's get to it.
For this exercise, we are using Joe, the Solar Energy salesperson.
This one should be fun.
We are now at the close with the numbers on the table.
Salesperson:
"Mr. and Mrs. Customer, I've got great news for you." "After we have carefully evaluated your current bill, you spend on average $301.00 per month." "That sound about right?"
Customer:
"On average." "Some months are higher, some months are lower,
but yeah, about $300.00 seems to be the average."
Salesperson:
"So, taking into consideration your average kilowatt usage per month, by you now being in charge of your own personal power grid, it looks as though you are going to realize a savings of approximately $127.00 per month." "Your payment on the equipment will only be $183.00 per month for the next 7 years, then you own the Solar energy system outright."
"You literally own your own power company."
Customer:
"That's it!"
"We thought that it was going to be more than just that."
"That hardly seems worth going through the trouble."
"That's really all that we are going to be saving."
"We just don't see it."
Joe completely composed,
knows how to handle himself here.
He is a true Master Closer.
There are many closes he can use,
but he easily determines
that these customers are pragmatic people.
They make buying decisions
based upon the numbers only.
Note: He starts with,
AGREE / CONFIRM / DIFFUSE
This all is done in 4 quick sentences, so pay attention.
Salesperson:
"I understand, (keep going)
(Agree)
And I hear what your saying, (keep going)
(Confirm)
But, Were not done here." (keep going)
"Let me show you just how amazingly well,
this works out for you guys."
"This is why I love doing what I do."
(Diffuse)
Joe now pulls out his worksheet.
Remember: your worksheet is where you
make your money and hold your gross.
Joe is going to use the PROS VS. CONS CLOSE
Also known as the logical numbers close.
Salesperson:
"Guys, I am firm believer in deliberate well thought out evaluations, when I decide to purchase something."
"Are you the same?"
Customer:
"Of course we are." "This however, is a really big purchase."
Salesperson:
"Yes it is, so let me show you how I evaluate things like this."
"My wife and I always use an approach
called the PROS vs. CONS list."
"After we total everything between the the two lists,
we then make our decision based on those numbers."
"By doing this, it allows us to take all emotion out of play."
"We can now look at the purchase logically,
and have taken any guesswork out of the decision we make."
"Would you mind, if I do that here with you guys?"
Customer:
"Fine."
Salesperson:
"After we do this list,
the choice ultimately will be yours to make, is that fair?"
Customer:
"Ok, show us what you got."
NOTE: Joe Draw a line down the middle of the worksheet.
On one side list PROS on the other, list CONS
Salesperson:
"First of all, guys let me show you a few things..."
(Always start on the left)
THE PROS
1. Monthly savings of $127.00 / $1,524 year one
2. You own the power
3. Your Bill will never go up, it currently goes up 6% per year
4. After approximately 20 years- You have no bill
5. Environment
6. Healthy Planet for your kids and their kids
7. Reliability (no power outages at your house)
8. 26% Rebate from the government
9. Incentive Rebate from local energy provider
10. Most car manufacturers all going electric
11. 25 year warranty on the Solar Equipment
12. The Sun's Energy is Free
13. Clean Energy (no pollution)
(whatever else Joe wants to write down)
THE CONS
1. Monthly payment to purchase the Solar Panels for 20 years
2. We be at your house for approximately 2 days during installation
3. Need to get approval from the HOA
4. Where the Solar Panels are Placed
5. Keep paying $300.00 per month /$3600.00 year one
6. Local Energy provider already is using Solar
and paying nothing for it.
However, are charging customers to use it.
It keeps going up 6% per year.
(Note: this is a zinger that also can be used in the PROS section)
This is where Joe Stops:
He only will list 6 CONS, that's the magic number
The next step is crucial,
Joe immediately follows with this question
Salesperson:
"Mr. and Mrs. Customer, I really want to be thorough here; however, I can honestly only think of 6 cons."
"I want to make sure that I am not missing anything."
"Can you guys think of any others?"
Customer:
"How much of a deposit do we need to take care of this?" "There is always a catch, so how much would we really need to get this going, be honest here with us."
Salesperson:
"I am glad you asked that." "With this program there is literally no immediate out of pocket expense."
"It is all factored into your monthly payment of $183.00, which again, is $127.00 less than what you guys are paying now for electricity." "Then in 20 years, that payment will literally go down to zero." "You are making your own electricity,
and are in complete control."
Customer:
"What you are telling me is that in 20 years,
I will have no electric bill at all?"
Salesperson:
"That's what I am saying."
"Oh, this literally just slipped my mind." "Would you guys like to have your investment payment be at the beginning of the month, like between the 1st through 5th." "Or would a middle of the month payment, like between the 10th through the 15th work better for you?"
Customer:
"Probably the 11th, the mortgage is due on the first."
Salesperson:
"Ok, I am noting this in the paperwork."
"Look guys, I am honored to assist you in making the switch, and having you be in control of your own destiny."
"This is why I love doing this."
"Welcome to the family..."
Note: Joe immediately throws out his hand
to shake both Mr. and Mrs. Customer hands
Assume the close
Assume the close
Assume the close
This simple style of closing will shut down the customer's
objection in a logical non-confrontational manner.
Notice that Joe did this,
without inviting any friction into the sale.
He acted like a trusted advocate and advisor,
who knows what he is doing
and is rewarded with a sale.
His customer's also will be rewarded.
A true WIN/WIN
You can't get much better than that.
Again, as I always say,
will this work 100% of the time.
NO.
It will work 70% to 80% of the time
I love those odds.
Let me explain something.
Watch a Master Closer "do their thing" just once,
and you will see that this person will never,
under any circumstances,
allow themselves to become flustered.
Master Closers will never become ABRAISIVE,
or will they invite ANY FRICTION into their deal.
Those 2 interlopers will never occupy Real Estate
within the Master Closer's transactions.
Once again...
THIS IS WHY MASTER CLOSERS
MAKE THE BIG BUCKS
Go out and do the same...
Da Bear