Listen to your customer, they will tell you how to sell them

 Ok, so what's it going to take for us as salespeople to actually listen to what the customer is telling us when they hit us with an objection?  I'm not sure.  When a customer hits the salesperson with an objection and the salesperson attempts to overcome it with something other that what the customer asked, forget it, you aint sellin' nothing, because your not listening to the customer.

YOU HAVE 2 EARS AND ONLY 1 MOUTH, 

PLEASE USE THEM ACCORDINGLY.  

Here's a great example of something I just witnessed today...

Presentation given...

Numbers on the table...

Now the objection comes out...

Mr. Customer: 

(for this exercise, we will refer to this customer as Mike)

"I need to think about this, I don't want to make a snap decision. The last time I did something like this without thinking about it I got burned."

Salesperson: 

(for this exercise, I'm using the actual salesperson's name: STEVEN)

Steven: "Well what about the roofing system do you need to think about? Earlier you told me that it would take care of everything you needed for you and your wife. IS IT ME? Did I not do a good job presenting this to you you?

Is it the money? 

Just so you know, with a roof system like this, there is not another roofer in town who would even touch this roof for that kind of money! So are you just going to wait for the problem to get worse? It's not going to get any better with age, so if you let it get any worse, just think about how much more money this will end up costing you. You need to do this sooner rather than later, because with the Tariff war that is happening now, who knows how much it will cost you later!!"

WTF???

Seriously??? 

Why don't you just fart in his face, then turn around and slap him while your at it.  

Because in his mind, it's exactly what you did.

You opened up a line of questioning that didn't need to be opened, 

then became pugilistic on top of it.  

I still cannot believe what happened next...

Mr. Customer: "Steven, you started out very friendly with me, but now you are becoming extremely aggressive and abrasive with your language. When salespeople do that, it makes me feel very uncomfortable. You sound exactly like the other salesperson who did me wrong, now I'm becoming skeptical of everything you said."

STEVEN my friend, 

here is what the customer is actually thinking, 

"this guy is just another pushy, asshole, 

grind me for a commission salesperson." 

He actually told you that, but in a nicer way.

YOU NEED TO LISTEN to what the customer is saying to you. 

What did the customer "MIKE" say to you? 

LISTEN to him... "I NEED TO THINK ABOUT IT."

This is why I jumped in to stop the CARNAGE 

(BTW...the customer was a call in lead!)

Remember to agree first then empathize

BEAR..

"I completely understand.  Mike, sounds like that salesperson and company royally screwed you over. I hate it when that happens, it gives the rest of us bad names. STEVEN just really believes in our product, so he meant you no disrespect at all.  In no way do we want you to feel pressured.  Do you mind to much, me asking you what happened with that salesperson who did you wrong? 

(Note: Ask great questions get great answers)

Mr. Customer: "Yeah, the last time I purchased from the first salesperson I spoke with I didn't get a good feeling, but the work needed to get done. The water main line to the house broke. I supposedly had a warranty, but it wasn't worth the paper it was written on. The work was piss poor, the line busted out all over again within 6 months. I kept calling the company as well as the estimator (salesperson), nobody would return my calls. I ended up having to have it done all over again.  

I Ended up paying for the work twice, I ain't gettin' burned like that again." 

Aha!!! The real objection  

(Again... Ask better questions, get better answers)

What the customer MIKE was explaining to you, (or trying to) was that he was "just not feeling in his gut; that you STEVEN, "are the guy," he should be using to get his roof needs taken care of. 

Steven my friend, you weren't listening to him. 

MIKE'S objection had nothing at all to do with price. 

The more you kept pounding on it;(THE PRICE), you could have said the roof WAS FREE and MIKE still wouldn't have done shit. 

He didn't trust you!!! 

Here is why I did what I did...

BEAR:

"MIKE, excusing STEVE'S exuberance, BTW... he really does want to help you. What makes you think that we might possibly be the right roofing company to go with?"

Mr. Customer: "Well I saw y'all working my neighbors house down the street, and the roof looks pretty damn good. They seem to be happy with y'all, that's why I called."

BEAR: "Thanks for telling me that, I'll relay that to the owner.  So how long have you been thinking about replacing the roof?"

Mr. Customer: "Well during the last big storm that hit us, my wife noticed that we had a couple of leaks, one in the bathroom and the other one in the bedroom on the other end of the house."

BEAR: "Well brother, I know that when the wife starts hitting you with the leaks she sees, that ain't no day at the beach. 

How long has she been on you about this?" 

Mr. Customer: "Every damn time the weatherman say's that were expectin' rain. If I hear one more time that there could be mold a growin', I'm gonna pitch a tent in the backyard and just live in it."

PAIN HAS NoW BEEN FOUND!!!

HOW HARD WAS THAT? 

IT WASN'T, I JUST LET HIM TALK, AND I LISTENED.

BEAR: "So what do you think will happen if you have to listen to another presentation, then another, then possibly another, 

all while you think about what you were just told by the salesman?  

Not one of the roofers you spoke with actually makes the roofing materials, we all buy them from our supply houses. In the end we are all just installers. Personally what I believe, is the customer needs to be confident that the work is going to be done right the first time, and the company stands behind what they install. Is that what you believe?" 

Mr. Customer: "That's all that I want."

BEAR: "You had said earlier that we're the third company you had come out to assess what's taking place with the roof, and that you had 2 more that are coming out, right?" 

Mr. Customer: "Yeah, after the last time I got screwed over, I always get multiple quotes."

BEAR: "I got ya', but do you mind if I ask you something?  

I'm not trying to offend in any way...

but would it be better to just have the work done, have your wife with a smile on her face, and you no longer popping Excedrin like PEZ, because she's on you like white on rice;

Or...

Would it be better for you to push this out, potentially have other damage, 

just to get a few more quotes, from guys who may or may not show up? 

One more thing, and I really hate to bring this up, 

but the weather they are predicting for next week... DAMN!!!

The forecasters say it looks rather interesting to say the least. Sounds like you could be fixin to get another verbal butt whuppin' from the Misses. I'll do whatever you want my friend, you tell me, I'm just here to serve."

MORE PAIN, MORE PAIN, MORE PAIN

Mr. Customer: "Your warranties any good?"

BEAR: "50 years on the Shingles, not to mention a 10 year workmanship warranty. So I don't care if anything happened workmanship related, regardless if it were cost Ten dollars or 10 thousand dollars, it would cost you literally nothing. Is that comprehensive enough to put this to rest for you?"

Note: I then stopped, threw out my hand right to his chest, and followed with this...

"This is the reason I love dealing with people your age, you evaluate what needs to be done because of life experience. The only thing I ask is that when we are done with the project, you leave a review for the company on the way you have been treated. That's all I'm askin.' 

Would you mind doing that for me?"

Mr. Customer: "Y'all do a good job, I'll tell everyone. BTW...my sister is needin' a roof on her house too."

BEAR: "No worries my friend, I'll personally meet with her, that way you'll know who is Managing the project. I was just looking at the calendar, since your house is a single level we could actually take care of this on Friday, where would be the best place to put the dumpster while were working?"

Mr. Customer: "Driveway next to the house be fine, when y'all are cleanin' up, just make sure to use one of them magnet roller things to get the nails, so my dog don't step on nuthin'."

BEAR: "We always do, but I will make sure to mention your dog on the paperwork."

THAT WAS IT!  I won't go over the remainder (it was just paperwork details)

REMEMBER ALWAYS... 

Within the sale, trust is EARNED by the salesperson LISTENING and uncovering the motive the customer has you there in the first place. You need to be able to find the problem they are experiencing in order to fix it. THIS AIN'T ROCKET SCIENCE. 

Once again, for anyone reading who is hard of hearing, you need to find the problem in order to fix it. Just burping out one rebuttal after another that you may think "will wear em' down" is rude, offensive and just plain idiotic.  If you keep doing that with regularity, look at your Year to date earnings and you will know just how well your plan is working out for you.

I know that this was a long read, but in real time about 5 or so minutes.

Go Back and re-read the interaction, and you will get the point.

You are there with a person who is interested in what you have, 

SO MAKE SURE your show is worth paying for.  

We were about to be escorted out of MIKE'S house, prior to me doing a hostile takeover of the appointment. 

Not only was a sale made, but OMGOOODNESS we got a lead to a family member "who's needin' a roof too."

In my book, that's a hell of an appointment

Listen, Listen, Listen...

The customer will always tell you what you need to close them, 

IF YOU PAY ATTENTION.

Go close some deals

Bear

It's your tone that sets the tone for the sale

Your voice, how you use it, will either be your best asset or your worst enemy in your sales career. 

It's your tone, that sets the tone for the sale.

This amazing instrument (our voice) that we as salespeople have been given, can be used to elevate peoples spirits, it can be inquiring, it can be used to exude courage, or it can be compassionate and kind. 

Most important of all it can be understanding. 

Yes, the way that you utilize your voice and tonality 

can be all of these things.  

Voice tonality, this amazing apparatus, if utilized correctly, will close more deals for you than you can imagine, or absolutely obliterate your ability to close even the ultimate lay down customer.  You absolutely must take the time to learn and understand how to manage your tonality in order for you to elicit the responses you want to obtain

Your tonality will allow you extract information from your prospective client that you otherwise would not be able to do.  

All MASTER CLOSERS that I have had the honor of working with or have followed, know how to use their voice and tonality with surgical precision. 

This is why they are MASTER CLOSERS.   

I can tell you from experience that it can be the one tool in your toolbox that can either close or eviscerate your deals depending upon how you use it.  Just because you know how to handle an objection, doesn't mean your going to close that deal.  

I know many salespeople who can handle objections word for word, however their voice tonality belies them, and it makes them look like they have the personality of a WALLEYE PIKE. 

Their tonality exposes their true objectives, and shows that they are insincere, and are only there to line their pocket with a commission. 

Not to help the customer. 

The customer reads the hand the salesperson is trying to deal and then folds. The tonality of your voice will show the prospective client that you actually care about their situation, or if they are "just another sales lead." 

I cannot express enough just how valuable an ordnance your voice is within your sales arsenal. 

Once again for those not paying attention...

your voice tonality exposes your true intentions to the client.

If salespeople would learn to harness the power that your voice tonality carries, they would truly be invincible and unbeatable.

I have witnessed far too many times salespeople absolutely regurgitate a rebuttal word for word that would have on content alone (if that was how sales were closed) been able to close a deal, however it comes across like the teacher from the Charlie Brown cartoons. 

It just sounds rehearsed and disingenuous. 

Then the salesperson goes home yet again having to tell his or her spouse just how bad the leads are, "I'm not making any money" and that they are thinking of leaving the company. 

Here's some food for thought...

It's not the leads, it's not the customer, it's us as salespeople who are not willing to spend the time rehearsing how we actually sound to people.

Since the greater majority of us spend our lives now scrolling through our phones swiping left or right, constantly texting instead of speaking with one another, it should come as no surprise that most  salespeople sound completely inadequate when speaking with a customer. 

It truly is PAINFUL TO HEAR AND TO WITNESS. 

This is why it is so easy to be great nowadays.

No one seems to give a shit. 

My old wrestling coach used to tell me, "you can either train to be the guy who will pin the other guy to the mat, or you can complain that you were the one who got pinned, It's your choice."

Little tip here, how about you record yourself practicing your presentation.  I guarantee you it will expose your deficiencies in your tonality.  Be honest with yourself and ask would I purchase anything from someone who sounds like this.  

If so, congrats, you should be a millionaire already. 

I suspect though that most of you will find that you sound like a robot with no emotion just trying to get through the rebuttal in the hopes that potential customers will bite.  When your voice is working against you, there is no believability on the part of the customer where you are concerned, then you get the age old "you did a great job here my friend, however we have a few more quotes we need to get, we'll get back with you." 

Then what do all amateur salespeople do, they start dropping the price, and devaluating themselves.  

Now your customer really doesn't believe you, 

they're thinking in the back of their mind,

"I knew I didn't trust this guy, he could have given me that price to begin with."  

All because you sounded like every other amateur salesperson who doesn't practice using their best weapon they have, THEIR VOICE.

Look, do you want to be great, then be great.

You are a high paid actor, so play your part. 

When you watch a movie that stirs your emotion, is it the screenplay or the actor who BRINGS THE SCREENPLAY TO LIFE, that stirs your emotion? 

My guess is, it's the latter. 

If all it took was a great screenplay, and that was it, I could have my dog play a starring role in every movie, and win awards.  The best actors who win the Academy Award are the ones who reach inside your soul and pull an emotion right out of you.  

Are you any different? 

Who is the one who is playing the starring role in the motion picture of this thing you call your life?  If you answered you, then you are following along. So if you are the star, and your voice is the instrument that you are playing, then why not use it to its full advantage, instead of having it play a supporting role.  

Practice I'm begging you.  Because there is nothing more painful to watch then some boring ass, emotionless presentation.  

Don't believe me? 

Just watch your potential customers faces when you present them.  

Are you able to reach deep into their souls, to make a friend, find their pain, find their problems, have the solution, and be their friend? 

If not, don't worry some other MASTER CLOSER will. 

They will take care of all of those things I just mentioned, 

and will cash the commission check that was meant for you.

Here's a good one, have your significant other 

(since they are relying on you to perform) play the role of customer.  

Oh, I guarandamnwell assure you, they will be truthful. 

If you sound like crap they'll let you know. 

You won't be able to blame it on the leads or the customers at that point. 

Your spouse will readily identify, "now I see why your checks have been the way they are, you sound ridiculous." Don't allow them to let you off the hook, it doesn't cost you any money messing up at home, 

but it most certainly does in the field.  

They more than likely will want to participate, 

since they rely on you to perform.  

You know what, you need you to perform.  

It will take work, so work.  

If not, I guess you could just turn on the tube, 

go on instagram, Facebook, 

or whatever you look at that pays you nothing, 

but costs you everything.

 

The choice is yours. 

There is an old saying, 

DO NOT BE UPSET 

ABOUT THE RESULTS YOU DID NOT GET, 

FROM THE WORK YOU DID NOT DO!!

Take the time, practice your craft and be the pro I know you want to be.

Your life, 

your family's life, 

your self esteem, your self worth... 

is worth the time.

It's your movie, and you have the starring role.

So be the star I know you are.

Da Bear

I don't want to get locked in for a contract that long #2 (The Mafia Close)

I don't want to get locked into a contract for that long.

Oh my goodness, we need to learn how to handle this. 

My friends in the Solar Industry, keep running up against this, so I wanted to have another tool in the toolbox to help answer this question. Remember it is your job as the sales professional to explain the answer in such a way that takes the fear out of it. 

What I have seen is that when asked this question, the salesperson seems to clam up.  This is not that difficult an objection to handle. 

You just need to use your head and be able to answer the question in logical terms.

If you are not confident in your delivery of this rebuttal, it will come off as disjointed and awkward, so I need you to pay attention to this.

Remember one thing, this Rebuttal I going to teach you here

is meant to be humorous.  

It needs to be delivered almost in a laughing way. 

Let me ask you the reader, 

THE UPCOMING MASTER CLOSER, 

to keep your mind open. 

REMEMBER, you don't get paid,

unless your show is worth paying for.

The customer is the one who is paying you. 

So you had better give them a good reason that you are the one who can handle everything for them, period.  

If you're not prepared, their will be a MASTER CLOSER 

who will deal with YOUR CUSTOMER'S CONCERNS, 

and will place YOUR COMMISION CHECK into their bank account. 

Let me see if I can make it easy for you to comprehend 

with this example. 

When you purchased your house, 

if all you had been told was this...

"here is your payment, it will be subject to frequent price rate increases, you will never actually own it, 

and by the way, your payments will never end." 

Would you have signed it?  

You would have to be the most moronic person in the world if you did. 

How's that for making this easy to understand.  It's literally that simple.

So do you want to know how to do it?

Yeah, I thought as much.

Then let's do it! 

I don't want to get locked into a contract for that long

Ohhhhh Man, this is a good one.

I hear this one on a regular basis nowadays. As a matter of fact, one of my friends, who happens to be a sales manager in the Solar Sales industry, told me that his guys keep running up against this.  

I told him that I would figure out something to aid 

in overcoming this objection.

It actually is something that I run across myself, so adjusting a few words to make it work for him, was somewhat easy.

Remember when this objection gets thrown at you, typically what I have found is that the salesperson has not done a good enough job explaining the process, and most importantly the benefits, with professional and surgical precision.  

Usually, it is just a lack luster performance, 

one that is definitely NOT WORTH PAYING FOR.

If you for example are in the Solar Sales field, 

do you actually know what the benefits are? 

Do you know who is the largest purchaser of Solar in the world? 

Do you truly know that if someone finances the Solar Array,

it is going to take several years before the customer actually 

is going to see some financial benefits?

Look if these are things are not automatically woven into your presentation,

I can GUARANDAMNWELL TELL YOU, they are going to come up.  

That time is normally when you are going to attempt to have the customer sign the agreement.  

If you have not surgically placed this beforehand into your presentation, 

you might as well just tip your hat, pack up your shit, and leave.  

Cuz, you ain't sellin' shit today.  

Then you can go home and cry to your spouse, that the leads suck.  

TRUST ME, THEY ARE TIRED OF HEARING YOUR EXCUSES. 

So it's time to SOLDIER UP,

become a pro, 

and quit being an amateur.

So do you want to know how I helped them out?

Yeah, thought you might!

Blame it on the customer if you want to, but it's your fault they didn't buy

Oh, the age old salesperson's justification as to why the customer didn't buy from you.  It is the customer's fault.  Let's blame it on them. 

Sure blame it on them if you want to, 

but did that do your commission check any good?  

If I had a dollar for every time that I have heard a salesperson do this, 

I think I could pay off the country's national debt.

I want you to remember this phrase...

"EXCUSES ALWAYS SOUND BEST

 TO THE PERSON WHO IS MAKING THEM UP."

Or this one I have mentioned in the past right from Benjamin Franklin...

"HE THAT IS GOOD FOR EXCUSES 

IS SELDOM GOOD FOR ANYTHING ELSE."

Why then do we as salespeople consistently blame our inability 

to close a sale on everything but ourselves?  

The reason is simple, 

because it is easy and convenient to do. 

At the drop of a hat we want to change the focus away from ourselves, and to blame it on something other than us being prepared to do our job.

THAT'S IT. IT'S THAT SIMPLE

Are you willing to make the sacrifice to become a Master Objection Handler or not.

 

Ok, I'm writing this in the sincere hopes that all salespeople, will simply get into their heads that objections are going to happen, and not to shy away from them.  Look, when a salesperson gets the deer caught in the headlight look, or a look of panic, the customer senses it immediately and gets ready to feast on the salesperson.

I really am getting concerned, for the benefit and well being of salespeople.  If all anyone knows how to do is to drop the price of a deal in order to get a sale, you are not a salesperson.  You are an order taker. You are literally taking orders from a client who could care less that you need to support yourself and your family.

Look at it this way...

Do you think that this customer would allow their employer to eviscerate their compensation they use to take care of their family. Hell no! 

Then why do salespeople allow this to be done to them?  

If your product is priced fairly and you are not trying to "stick it" to someone, be proud of your price.

Why are you allowing yourself to be walked upon?

It makes no sense.  

I can guarantee you that if you are married, 

your spouse isn't excited seeing your microscopic check.  

They are wondering, either quietly to themselves, or out loud, 

"WHAT AM I SUPPOSED TO DO WITH THIS COMMISSION CHECK?  

You know what, it's time you found a real job."

To be fair, I struggled with this in my early sales days as well.  

It wasn't until I got sick and tired of barely making it, 

that I decided to change.  

I had no choice, it was either, get better or get gone.  

I couldn't continue on the way I was going.  Notice the word DECIDED. 

I had to decide that studying my craft was the only way I could do it.  

You know something... we all have the same amount of time each day.  

I get 24 hours, you get 24 hours,

time is the one great equalizer.  

There is not one person on the face of the earth who gets one minute less or one minute more in a day.  We are are all equal. 

From the richest to the poorest of us, it is the same. 

What we decide to do with it, is the great separator. 

For me I had to decide that maybe turning off the T.V. to study, was more important than watching some stupid show with a star who wouldn't give me the time of day if I passed them on the street.  I had to decide that maybe hanging out with my friends HAVIN' A BEER, wasn't as important as I thought it was.  That maybe that time could be better used to sharpen my skillset, since my friends didn't pay my bills.  

I had to MAKE TIME. 

You know what, it wasn't hard. 

What was hard at first, was sticking to it, 

then it became part of my daily routine.

So you want to know how I did it

Yeah, I thought you might...

I can get this much cheaper from the other company, "The Heart Stint" Close

 

I'm writing this post in the hopes that salespeople will remember that we have all have one mouth and two ears. For years, I have watched with utter bewilderment, salespeople who just keep talking and talking, then talk themselves right out of a sale, that was just sitting there ripe for the taking. They don't listen to the customer. They haven't made a friend, and think that by just continually talking, many times even interrupting, the customer will just lay down and say "let's do it."  

However, the salesperson ends up hearing this...

 "Yunno, the other company we visited with, is selling their product a whole lot cheaper than you are, so unless you can match their price, we are just going to go with them."

The majority of the time this could have all been avoided, had the salesperson just listened to the customer.  But now it's out there, and the salesperson has to deal with it, or the potential sale goes bye bye. 

When this happens, most salespeople that I have monitored throughout the years, become incredibly weak, flustered and confused at this point. They become completely unnerved and entirely lose their composure. 

It's written all over their face. Their entire countenance changes. 

I witness them fire back with stupid, ridiculous objection handlers, which immediately reveal to the customer how ill prepared they are, 

which the customer readily identifies.

He is about to make the salesperson 

pay dearly for not being prepared. 

The customer now knows that he has the salesperson, 

"right where I want em' Mildred.  Just watch honey, 

this guy is gonna give me the price I want, 

because he needs the commission." 

The customer is not going to verbalize this normally, but trust me, 

just like the sun will rise tomorrow, this is exactly what he is thinking.

I have said this for years and I will continue to say it... 

Commission breath smells like shit on a salesperson, however to the customer, it smells like a freshly baked Cinnamon Roll. 

Until salespeople get this drilled into their heads, they will keep giving money away, and complaining that their commission check is so diminutively microscopic.

And all of this could have been avoided,

had the salesperson just listened to the customer.

The moment that a salesperson starts to fidget around, lose eye contact, squirm in their seat, look at their watch, clear their throat or what ever tell the salesperson has, it's game over!

As sales professionals, we have to be master objection handlers, 

but also amazing listeners,

it's what we get paid to do, it is our bailiwick.

In this post I would like to share a close that I recently used with a customer. I was training a salesperson who can sell, however continually drops the price dramatically on his deals, in order to close them.  

He is not doing his company nor himself any favors. 

His wife is about done "with this whole nonsense sales experiment", 

and now wants him to look for something "more stable." 

Sound familiar?

Now I want to set the stage here...

I was observing this presentation, and all bullet points were being made regarding the service. (BTW it was for Home Improvement) 

The salesperson however, was not acknowledging, nor listening to what the customer kept referring to; that he (the customer), was about to have heart surgery. He was needing to have a stint installed to remove blockage in his heart.  Concurrently, he was needing to get his home repaired. With the money that he was about to spend on the surgery, in addition to the time he was going to have to take off work for recovery, money was of paramount importance to him. 

This guy also was definitely a tough cookie, who was extremely decisive and pragmatic when raking salespeople over the coals,

to get the price he wants. 

He said this at least a dozen times.  

This salesperson was about to lose the deal, 

so I needed to jump in, to save it and sell it. 

So you want to know how I sold it?

Yeah, I thought you might.

The other Company's price was cheaper than yours "The Hot Dog Close"

 

"That other company I looked at was selling their product Cheaper than yours, I'm just going to go with them."

Ok, so none of you have ever run across this.  It only seems to happen to me, or the people that I work with.   

If you are one of the lucky ones that no matter what you tell the customer they just seem to want to pay your price without question, then this post is not for you.  For the rest of us mere mortals you might want to read on.  

I am going to set these next few posts dedicated to just this objection.  I have covered it many times, however I believe that in our business; SALES, you had better have multiple ways to close deals.  

Not every rebuttal is going to work on every person, 

so you had better have more than one way 

to skin the proverbial cat so to speak.

Great salespeople are great listeners, observers and story tellers.  I have found throughout the years the best salespeople can paint a picture verbally that the customer can envision with ease. The salesperson is able to create a visual tapestry with their words that will make it easy for the customer to say yes, because the story creates a scenario in the customer's mind that literally makes sense, and is entirely applicable to the situation at hand.

The scenario that I am going to create for the potential customer is one that most people have had the choice to make at least once, if not many times, throughout their existence.

Used properly this technique is not only humorous but productively successful in its outcome.

One of the best ways to close people is through humor, and this close is one that all people can relate to unless your prospect is a vegetarian.

(See, already starting off with humor)

So you wanna know how to do it?

I thought you might.

You ain't SELLIN' NOTHIN' unless you have a connection

 Ok, I am writing this to let you all know out there in blogger land 

that if you think that you can muscle or force someone

into purchasing what you are selling, you need to close your bank account.  

I have recently been training with some people, who believe that strong arming someone into a close is the way to do it.  Then bragging that they "laid that one down hard" is the way to be successful in sales. 

What a complete line of bullshit.  

After looking at this person's year to date earnings, I was then brought back to one simple fact.  People buy from people they like, have a connection with, and ones they trust.  

This whole thing that you can sell 

by having friction in your deal is outdated and antiquated.  

Master Closers do not have friction in their selling styles, what they do have are systems that lead a customer into a buying decision that makes the customer feel like the purchase is entirely their idea. 

You, as a salesperson, cannot do this 

unless you have a connection with your customer, 

and actually do give a shit about them, 

not the big giant commission you're about to earn.  

It may work for a time, but that time will be short lived, and you will become frustrated and will want to quit. If a customer even for one second thinks that you are in this only for a fat commission check, they will leave, or you will be escorted out of the house.  

Trying to FORCE someone into a deal, never works. 

The Master closer possesses ways how to gently massage a deal in the customer's mind, 

so "signing on the dotted line" 

is not only pleasurable to the customer, 

it is literally something the customer wants to do.  

The Master Closer will always have a system

to lead a customer down the right path

and they STICK TO IT!!!!

You need to apply pressure, that's a fact, however the procedure on how the pressure is applied, is what  true Master closers know how to do, and they never deviate from it.  They never have friction with their deals, and they are the ones who consistently are obtaining the big checks. Here's the secret, they have a system and they stick to it, and they never allow their emotions to get the better of them, no matter what the customer throws at them.

What I have found so many damn times throughout the years,

is that when friction happens in a sales presentation, 

it is the stupid ass salesperson who started it, NOT THE CUSTOMER!

If you do not have a connection with your customer, forget it.  Your customer can smell it all over you.  This is the SECRET SAUCE that all Master Closers have.  They create a connection, and they consistently throughout their presentation are reverting to it, in order to close the sale, and have a happy customer.

So do you want to know how to do it?

Yeah, if you want to make 

the Big Bucks I thought you might.

Let's get to it then....

I need to speak with my spouse #2

Well, well, well....

Here we go again, you are in the house, on the lot, or in the backyard, and the person that you are speaking with decides to pull out the 

TIME TESTED AND TRUE WAY 

to throw a salesperson right off their game.

"You know Mr./Mrs. Salesperson, 

this all sounds good to me, 

but before I do anything,

I need to talk this over with my spouse."  

I just literally felt all of the wind come right out of you.  

If you have been in sales for more than 15 minutes, you have had this little gem get tossed at you.  I have another post about this one, however I want you to have as many tools in your toolbox so you don't get rattled when this BAD BOY OBJECTION gets thrown at you.  

I have seen far too many salespeople, just throw in the towel on this one. 

Remember, when this OBJECTION gets lobbed at you, 

there are two things happening.  

Number one: 

IT'S A SMOKESCREEN, MASQUERADING AS AN OBJECTION.

Number two:

This is a TRUE OBJECTION that needs to be dealt with, 

because it is real.

How would you like to have something in the toolbox that handles both of these the same way?

Yeah, I thought you might.

Let's get to it then....

People buy with their Head, their Heart and their pocketbook

 

Ok, anyone who is expecting to be a MASTER CLOSER 

at this profession we have selected called Sales, 

had better get this through their heads. 

There are only 3 reasons 

that a customer will buy from you. 

Always remember...

People buy with

THEIR HEAD, 

THEIR HEART, 

AND THEIR POCKETBOOK. 

If you do not understand this premise, 

you are going to have truly skinny kids, and one upset spouse. 

In this post, I am only going to be concentrating on the latter of the three reasons, the POCKETBOOK.  

Being able to Justify the money that you are attempting to have the customer spend, is the ONE TRUE way to make sure that you are not sacrificing any of your gross.  

There is an old saying... 

"When people want what you are selling, 

more than they want the money in their pocket, 

they will buy from you."

Here is the issue, you need to do this without throwing 

all of the profit, out of the proverbial window.  

The old time honored lines of, 

"if I could would ya," or 

"would you be able to come up a little bit,"  or 

"why don't you treat yourself,"  

are what the Handin' out business cards, 

style of salespeople do.  

They are not closers, they are tour guides.

They are beggin' for a sale, 

and the customer can smell it all over this salesperson.  

Their commission breath is literally filling up the room. 

THE STENCH IS SO FORMIDABLE, THAT NO AMOUNT OF VERBAL MOUTHWASH CAN ERADICATE IT.

As I have said before... 

"Commission breath smells like crap on a salesperson, 

however to a customer, 

it smells like a freshly baked cinnamon roll."

I want you to remember...

businesses cannot stay in business, without making a profit.  

With that being said, you personally as a salesperson cannot 

stay in the sales game, by giving away all of your gross.

This veritable RACE TO THE BOTTOM ON PRICE, 

to JUST TO GET A SALE AND RING THE BELL, 

must stop, right here and now.  

If you as a salesperson have been doing this, 

and you don't stop right now, you may as well just close your bank account, because there will be nothing in it. 

 

I am really getting tired of watching salespeople, 

call or run to their sales manager, to get a T.O. 

All the while knowing, the only thing 

the sales manager is going to do, is to submarine the price. 

Just so a number gets tossed up on the sales board.  

ARE WE AS SALEPEOPLE, 

REALLY THAT WEAK NOWADAYS?

It's time for all salespeople,

to put your big boy and big girl pants on. 

IT'S TIME TO CLOSE SOME DAMN DEALS ON YOUR OWN, 

AND MAINTAIN YOUR GROSS. 

The only way to do this, is to be able to justify the price 

you are asking the customer to spend.

Remember that you, 

the salesperson, 

are the strength in the deal, 

not your sales manager.  

If all your sales manager is capable of doing, 

is to dwindle your deal and give you a price reduction, 

THEY HAVE NO CLOSING SKILLS WHATSOEVER.

They are not doing you, or your store any justice. 

Often times, some weak puke sales manager, 

can actually ruin your deal by doing this.  

In the customer's mind they are saying, 

"this salesperson could have given me this price

all along, I don't think I can trust this person."

If all they can do is to pull down their pants and drop the price, 

they are not a MASTER CLOSER.  

It's time for you, to show the owner of your company, 

that you should be in the sales manager position.

How to handle "just give me your best price, I have other companies I'm looking at not just yours

 

Oh, this one of my personal 

"pet peeves."  

When a situation likes this happens, 

90% of the time it falls on the salesperson.

10% of the time it is the customer.

Now, this potential customer is attempting 

to throw the salesperson off their game.  

Because the salesperson is not prepared.

Typically in a scenario such as this, 

there are two things going on.

The first scenario is that the salesperson's presentation is so damn boring, that it's not providing the customer with the level of certainty they need to purchase.  They are tired of listening to the salesperson "just ramble on and on."

So they shut the salesperson down, because they are done listening to what the salesperson has to say. 

"The juice ain't worth the squeeze."

OR

The second is that the customer is attempting to rattle the salesperson, by having them just throw out some number, so they can take control of the presentation away from the salesperson.  

I have seen FAR TOO MANY salespeople fall prey to this.  

I hate to say this, but the majority of the time,

this falls on the back of the salesperson.

Over the years, this is what I have witnessed 

90% of the time.

1) The salesperson didn't make a friend.

2) The salesperson isn't presenting his or herself 

as the trusted advisor and guide.

3) The salesperson is talking too damn much.

4) The salesperson is interrupting the customer.

5) The salesperson's presentation is painfully boring.

6) The salesperson seems to be completely 

disinterested during the presentation with the customer, 

and the customer is simply reacting to the salesperson's ambivalence.

However 10% of the time, the salesperson 

is truly dealing with a bossy, rude, curt customer, 

who wants to FLEX his abrasive muscle. 

When a salesperson permits a customer like this to take control, the customer immediately loses any possible respect they may have had for the salesperson.  The salesperson is no longer an advisor or guide, they are now an order taking tour guide, who is about to pay the price, for not possessing the necessary competence and dexterity to handle this objection

.

When this unfortunate circumstance takes place, 

the customer is about ready to 

CHEW THE SALESPERSON UP, 

AND SPIT THEM OUT.

I cannot stress enough that when a salesperson falls prey to this style of OBJECTION they will lose each and every time.  

The customer normally will just tell the salesperson,

 "I'll get back with you." 

The salesperson will then spend countless hours of 

calls, texts and emails, in an attempt to kiss the customers 

back side, in the hopes of closing this little mini sale.

This really makes me upset that far too many salespeople do not possess within their current skillset, the necessary means to handle this objection, then put it to rest and move on with their presentation.

It is now incumbent upon the salesperson, 

to professionally reign the sale back in, and retake control.

So do you want to know how to do it?

Then let's get to it!