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

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!

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.

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!

C'mon, is that the best you can do? How to handle this like a pro.

Ok, you have made a best friend in an hour.  

You have amazing rapport with this person.  

In your mind, the sale is going down.  

You have already PRE-SPENT the commission.

You are about ready to ring the sales bell, 

then WHAMMO,  your new best friend has been waiting

to throw this curve ball at you.  

This customer can smell 

that you need the commission.  

In one moment, 

your COMMISSION BREATH started to show, 

and the customer can smell it.  

It smells like crap on you, 

however, it smells like a freshly baked cinnamon roll 

to the customer, and this guy is about ready to take a bite.  

And when I mean a bite, I mean a real one.  

In his mind, the tide is turning in his direction, 

and he wants to ride that wave all the way into the shore.

And he wants you to pay for that ride.

Those of us who have been in sales for more than 5 minutes, have all run into this. If you watch how a Master Closer will handle this, most of you will be stunned.  The Master Closer will immediately diffuse this situation, shut it down, then will simply move on toward the close.  There is finesse that needs to take place when handling this, so I want you to pay attention here.

The main thing that you need to make sure of is this...

Do not lose your composure,

if you do, you might as well be working for free.

Do you want to know how to handle this?

Yeah, I thought you might,

Let's get crankin'.

Time Value of Money Close to Handle "Your Price is too High"

Well, well, well.....

the Good old "Yours is priced too high" objection.  

This one is truly an objection that anyone who is involved 

in sales, had better learn butt quick how to handle.  

This objection normally will arise when a customer has done substantial research about the product they want, or on the flip side, they just want to throw the salesperson "off track" to see if the salesperson can respond in a logical way.  This person may have already met with another competing company at their house, or if it's a car, they may have taken a test drive got the numbers and so on. This potential customer has already invested time in researching the product they are interested in buying. They are truly serious buyers.   

But are always, LOOKING FOR A BETTER DEAL.

This person has actually done quite a bit of homework. They are normally very pragmatic in their buying approach, and must be dealt with in such a way where the justification of them spending their hard earned money with you, is the very best way to make that purchase. It is your job to make sure that this is in the forefront of their mind.  

This is where the gap in your skillset 
will rear its ugly head, unless you are prepared.

As I said before, 

This kind of person always loves 

to throw the salesperson off course.  

They want to get the salesperson rattled so he or she 

will get diarrhea of the mouth and do stupid things 

like telling the customer, 

"if we could knock off off two or three thousand dollars 

and get you the price you want, would that make you happy?" 

HERE IS WHAT THE

CUSTOMER JUST HEARD

"Please, please, buy from me." 

THIS KIND OF BUYER, 

WILL MAKE THE SALESPERSON

PAY DEARLY FOR NOT BEING PREPARED.

Ugh, how it makes me nearly vomit, 

when I hear a salesperson do this. 

They're just throwing money right out the window

for no reason at all.

 

You know something, they are doing exactly what they have seen other salespeople do, maybe even their sales managers, a veritable RACE TO THE BOTTOM, to see who can give up the most money to just get a sale. 

 

Remember, there are only two ways 

to make more money in sales. 

Number 1 is to sell more. 

Number 2 is to raise your gross.  

Neither will happen, unless you get better at negotiating.

You need to be in control of your paycheck.

So you wanna learn how to handle

"your price is too high," objection?

Then let's get to it

Negotiate like a Real Master Closer

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.

There is a better way.

Do you want to know how to do it?

I thought you might.

"The Warranty Close," one of the best ways to hold your gross.

Ok, you present the customer with your proposition.  

Your customer looks it over, smiles and says: 

"this is literally $200.00 more per month 

than we told you we could afford." 

We don't care though, we just want you to get your sale." "Where do we sign?"

Now when you return to Planet Earth, 

from AIN'TNEVERGONNAHAPPENVILLE,  

you need to grasp how to maintain your gross, 

by using one of the best tools in the toolbox.

The Warranty Close 

allows you to take the current pain and worry 

that your prospect is actually dealing with, 

and turn it into a way to close your deal 

without sacrificing your gross.  

It will allow you when a customer is attempting to tell you that they "can't afford the payments," a polite and respectful way of showing them, they cannot afford not to do, what you are proposing.

This style of close works EXCEEDINGLY WELL 

in Automotive Sales, as well as Home Improvement Sales.  

You learn and Master this style of closing, 

you will absolutely be LETHAL closing deals.  

I use this close all of the time. 

I MEAN ALL THE TIME!!!

This closing technique has been around for years, 

and there are various ways of how to deliver it.  

I am going to share mine with you.  

This close; if delivered well, will stop the payment person dead in their tracks and make them look at you differently.  

Instead of coming off as 

SOME SLIMY COMMISSIONED BREATH salesperson. 

This gem of a closing technique, 

allows you to actually have the customer 

look at the situation logically. 

It will provide a wise and sensible reason 

for the customer to accept a higher payment. 

It changes the game, it makes the customer 

want to make the decision to purchase.  

This entire dance is orchestrated by the Master Closer.

So would you like to know how to do it?

Then let's stop talking and get to it!

The "This is why I love dealing with people your age" Close (younger person)

As I have said before,

 I love using this closing phrase.

 I love using this closing phrase.

 I love using this closing phrase.

It's so nice, I said it Thrice. 

I can't keep saying it enough, 

I love this freakin' closing technique.

This is an extension of that amazing close,

"That's why I love dealing with people your age," 

completely geared toward the younger person.  

When I say younger, I mean between the ages of 18 to 35.

It doesn't matter who you are, 

people love to get compliments, 

however, what I have seen with this age group, 

is that they appreciate it even more.  

So run with it.   

Look, with technology moving at the speed of light nowadays, 

this younger crowd can do things with a cell phone, 

that years ago, couldn't be done with a computer that fit in an entire building.  

This crowd will research you,

 they will leave negative or positive feedback 

with just a few clicks on phone, 

that can either make your day or utterly ruin it.

The reason that this close works so well on the younger crowd, 

is that they expose their entire life online.  

Think about it, with the number of "selfies" 

taken and shared by younger people, 

they seem to be yearning for approval from others. 

They literally post everything about their lives online, 

Just so others can comment on it.  

If you are smart, you can use this to your advantage

to help you close more deals.  

The cool thing about this; you take good care of this crowd 

and they will be your best advocate.  

They will be more than happy 

to let all their friends know

 just how well they were treated, 

and how much they love your product, 

if you take good care of them.

So, do you want to know how to do it?

Yeah, I thought as much...

Let's get Crakin'

The, "this is why I love dealing with people your age," Close

 Oh my goodness, do I love using this closing phrase.

 Oh my goodness, do I love using this closing phrase.

 Oh my goodness, do I love using this closing phrase.

Did I repeat that enough times?

I can tell you that if you learn how to master this closing phrase, you are going to close a hell of lot more deals.  

This style of close, is known as true compliment close.  

It works exceedingly well when you are just "right about there," you can feel it, however the customer still is wavering somewhat on wanting to "pull the trigger," to write up the deal.

  

When used properly, this is one of those 

slam the door shut style of closes.  

It shows that you not only respect the customer for spending time with you, but it also shows your customer, just how intelligent they are by utilizing the services that you offer.

Utilized correctly, 

you will have not only a happy customer, 

but one excited and thrilled spouse, 

because of the size of 

your commission checks have grown.

I want you to remember that people at any age love to be complimented.  During your meet and greet phase of your presentation, you should be doing this without fail.  

Little segue way here on that though, please compliment with sincerity, people know when you are OVER DOING IT.  

When you over do it, you look and sound like 

some slimy bullshitting salesperson, 

who is only concerned, about extracting money 

from your prospect's wallet.

So, do you guys want to know how to add this little gem of a close to your arsenal?

Yeah, thought so,

Let's get after it...

Is that the best you can do? How to maintain your gross, and have a smiling customer

Okay, I know that this has never happened to anyone reading this.  Every customer you speak with, 

always says to you, 

"that sounds great, let's do this."  

Yeah, right?  

You have a better chance of finding 

a milk bucket under a steer.

  

It just doesn't work like this in sales.  

If you are reading this, you obviously know this. 

That is the reason you are taking the steps, 

to get better at honing your closing skills.  

With that being said, I want to ask you something....  

The last time you purchased a cell phone, 

with whatever carrier you selected, 

did they allow you to haggle with them on the price? 

 NO!

The price you were given; 

is the price.  

The last time you went to Lowes or Home Depot, 

did they allow you to 

"play it fast and loose, for a better price"  

of a garbage can?  

AGAIN, NO!

How about going out to eat. 

Did the restaurant allow you  

"to finagle, get the best price." 

On that steak you just ordered?

AGAIN, NO!

Do you get a chance to "wheel & deal" 

with the plumber, 

who just came out to fix the toilet 

that flooded your house?  

ABSOLUTELY NOT!  

You just freakin' paid it. 

"This is the price I am charging,

 if you don't like it, you can find someone else."

"But, you still owe me for the service call." 

Do you see what I am getting at here...

Companies have a listed price, and people pay it.

So why should our line of work be any different?  

This is the age old question for people 

who are in the sales business.