Guys, I am writing this post for a specific reason. I in a recent post explained that when you become combative or abrasive in any way to your prospect,
THE POTENTIAL SALE IS LOST.
Stop being antagonistic.
Stop being bellicose. (look it up)
Stop being adversarial.
Stop being pugnacious.
Stop being aggressive.
Stop being argumentative.
Did I say it enough....
JUST STOP IT!!!!!
I really mean it, stop being this way
and learn exactly what Master Closers do.
The time to change is now, not tomorrow.
Tomorrow will never come.
We are given precious time with our customers, if you resort to acting any way, in the manners described above, why do you think anyone is going to do business with you?
You could have the immediate remedy to cure male pattern baldness, a cure that could grow amazing locks on the baldest of men. However, if during your sale you become confrontational with this follically challenged person in any way,
with stupid objection handlers like,
"what do you mean you need to think about it,"
"Your completely bald, you can see that right."
Your done!
The sale is over,
and you are the one that killed it.
You just became...
ANTAGONISTIC/
BELLICOSE/
ADVERSARIAL/
PUGNACIOUS/
AGGRESSIVE & ARGUMENTATIVE.
Here is what Bald Balderson heard...
"listen stupid, your bald, and your an idiot
for not buying what I am selling."
He turned you off, the very moment you turned confrontational.
I used to attempt to close in my younger days, by becoming pugilistic with customers. I wanted them to know that I was in charge and I ain't leaving until you buy what I've got.
What a jerk!!
I am saying this because it wasn't until I worked with
REAL MASTER CLOSERS, that I learned a better way.
They were the people who were making the money that I wanted to make. They were the ones who were never hanging around the coffee pot at work, complaining about
"the one that got away."
OH HOW MISERY LOVES COMPANY.
I truly needed a better way.
It wasn't until I adopted their way of Closing,
that things literally changed overnight for me.
I am writing this due to an experience that I just encountered.
I witnessed the salesperson do all the right things
during the meet and greet.
The actual presentation itself, was spot on.
He presented the numbers like a pro.
I thought that this sale was going down.
Everything had been done perfectly,
until the customer lobbed back an objection about the price,
THEN WHAMMO, the sale fell apart.
The salesperson, who had built this amazing rapport
with the customer, blew up the sale.
All because he couldn't handle a simple objection about price.
He got fired up, lost his composure,
and pissed off the customer.
Not at any point
however, did the customer
lose their composure.
IT WAS THE SALEPERSON,
who ruined this deal.
The customer was just trying this guy on for size,
to see if he could get a better deal.
However since the salesperson, couldn't handle the objection,
he then got rude with saying,
"what do you mean, you need to think about it,
that's a great price."
The customer politely shook his hand
and told the salesperson, that he
"would have to get back with him."
I wanted to make sure that the sale was not lost,
and since we were in the customer's house,
I took over and asked a very simple question.
Here it is... Remember AGREE/ CONFIRM/DIFFUSE
Da Bear
Mr. Customer, "I understand,"
(AGREE)
"and I hear what your saying,"
(CONFIRM)
"when you are saying the price is too high,
would you mind being just a bit more clear
as to why you think the price is too high."
(DIFFUSE)
The customer simply said this...
Customer:
"I just think that the price is too high."
Here is what I followed up with.
Now remember the entire goal here is to sell
without becoming confrontational with the customer.
Follow the COURSE CORRECTION LINES
that I used to regain rapport and control over the sale.
Da Bear:
"Mr. Customer, I want to apologize to you upfront." "This is entirely our fault here." " What (salesperson) forgot to mention to you, is the pricing policy that we adhere to at our company." "Once again, this is entirely on us, and I am so sorry."
Note: I am diffusing this situation,
by placing the blame on the program.
And how the price was presented.
"You see Mr. Customer, at our company we have adopted a policy of transparency when it comes to pricing."
"What we have found over the years is that 90% of the customers we deal with just want to be dealt with fairly by us providing our best price upfront."
"The remaining 10% of the customers still want to haggle."
"Instead of marking the price of the product up
thousands of dollars, then only to drop it down
after hours of haggling, is not only disingenuous,
but insulting to everyone involved."
"Do you agree with that?"
Customer:
"Yes I do, but I just want to make sure
that I am getting the best deal I can."
Da Bear:
"I understand completely."
"But do you mind if I ask, has young (salesperson) here, insulted you in any way by giving you our best price upfront?"
Customer:
"No, he hasn't, but I still need to think about it."
"Look, that's just a lot of money for me at this time."
Da Bear:
"I completely understand." "I don't think that you woke up this morning with a burning desire to spend $9,000.00 did you?"
Customer:
"Not at all, the reason I called you guys to come out,
was simply to give me a quote on a new system."
"All, I wanted was a quote, the system is old,
and it will have to be replaced at some point."
"However, I don't like feeling pressured into doing things."
"I always think about stuff and I always get multiple quotes,
I've got 3 other companies coming out."
"I'll mull this over, then I make up my mind."
For those of you keeping score...
Mr. Customer just gave me the way to close him.
Listen carefully how I did it.
Da Bear:
"Well Mr. Customer, no one could ever accuse you
of not doing your due diligence."
"It's obvious to me. that you are someone
who actually does their homework,
before you purchase something."
"Is this something you normally do?"
"What I mean by that,
is to have multiple companies come out,
and show you what they have?"
Customer:
"Always."
Da Bear:
"I love dealing with customers like you." "You have already done all the hard work for me." "In other words you have already done a bunch of research, right?"
Customer:
"Absolutely, this is why I told your guy, I needed to think about it."
Da Bear:
"I understand and respect that completely."
"Mr. Customer, do you mind if I ask you something?"
Customer:
"That depends on what your asking,
because I'm not buying anything from you guys today."
Now pay attention here:
Mr. Customer just said,
he is not going to do any business with us today.
I still needed to calm the situation down.
Da Bear:
"Mr. Customer, from what you just said,
it's safe enough for me to assume,
that we are not going to be doing business today, right?"
Customer:
"You heard me right."
Da Bear:
"Mr. Customer, I just want to ask you one simple thing."
"Let's say that you had already seen
the other 3 companies offers."
"What would be the deciding factor
in selecting which company to go with?"
"Would it be the deal on the new unit?"
OR
"Would it be the unit itself,
no matter how much the company was selling it for?"
Customer:
The deal, obviously.
Da Bear:
"I couldn't agree with you more."
"Mr. Customer, I would really love to save you some time here."
"Considering the age and condition of the unit,
it's not a matter of if you decide to purchase a new unit,
it's a matter of when. I'm guessing the "WHEN," is
when the deal is right, right?"
Customer:
"Yes."
Da Bear:
"So in your case, the right price, equals the right deal?"
Customer:
"Yes"
Da Bear:
"Mr. Customer, then you can stop looking." "This is why we always place our best price upfront." "We know that with just a few clicks on a computer nowadays, you can find out more information in seconds, than you could years ago." "This is why we always follow our issued directive, which is to give the highest level of service, at the very best possible pricing." "Make Sense?"
Customer:
"Yes"
Da Bear
"Kind of refreshing for me working with a company
that has full transparency with their pricing."
"I no longer have to play that,
"start em' high," then drop the price game with you."
"By the way, for a salesperson, that always gets exhausting."
"With us, you always get the best deal upfront,
so it's no longer necessary to sit through
multitudes of sales presentations."
"Look Mr. Customer, we just do not want to take care
of this item for you, we want you to feel comfortable
that if something else happens to your house,
we will be the only number you call."
"Let me show you just how easy it is to do business with us."
"Let me show you just how easy it is to do business with us."
I threw out my hand,
grabbed his, and immediately
did the 2 hand hand shake.
I was looking him dead in the eye,
with a huge smile on my face then I followed with this.
Da Bear:
Now Mr. Customer, make sure that when you sign, you press just a bit harder with your pen, to make sure that this shows up well for you on the bottom copy.
"Oh my goodness, I literally almost forgot."
"When you get to be my age this happens."
"Would you rather have the installation start at the beginning of the week, let's say Monday or Tuesday." "Or would an end of the week installation work better for you, like a Thursday or Friday." "I can't believe I almost forgot that."
Customer:
"It will have to be either a Thursday or a Friday."
Da Bear:
"Got it, making a note of that right now."
"My friend, I am actually quite excited for you,
wait till you see how this things performs."
"It's truly is amazing."
"It's our honor to take care of this for you."
Once again, I threw out my hand,
and did a double handed handshake.
BA BAMM
BA BAMM
BA BAMM
NOW THAT'S THE WAY TO GET IT DONE!!!!
Not once during the exchange,
was I....
antagonistic,
bellicose,
adversarial.
pugnacious,
Aggressive,
or Argumentative.
I closed it, by being a true Master Closer.
I listened to the customer.
He told me exactly what I needed to close the deal.
Will this work every time.
NO.
It worked this time,
and it works for me about 70% of the time.
NOW, HOW ABOUT YOU?
You got this.
I believe in you.
Now go out, and close some deals.
Da Bear