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 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.

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....

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.

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

"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...

The 3rd Party Influence, The person who wants to add their 2 cents

This happens to the best of us, 

it will also happen to you too.  

This well meaning interloper into your presentation, 

can ruin your deal, with just a few misplaced words.  

If you do not know how to handle this person 

immediately and respectfully, 

they can kill many a deal for you.  

So listen, pay attention and take notes.  It is not that hard to handle, if you know the mindset of this individual.

Many times, this person truly does have the best of intentions. They want to protect their 

(MOM, UNCLE, DAUGHTER, GIRLFRIEND etc..) 

who is your potential sale, from getting 

"RIPPED OFF," by some slimy bullshitting salesperson. 

 

There are however, people fondly 

known as the 3rd base coach. 

This person just wants to throw in their 2cents, 

because they want to feel like Mr. or Mrs. BIG SHOT.

You need to figure out which one 

of these 2 you are dealing with, immediately. 

Either one of these 2 types of people will love to interrupt your presentation whenever possible. They actually enjoy getting the salesperson, "FLUSTERED AND OFF THEIR GAME."  I can tell you from experience, that if you are prepared, handling both these types of interlopers can be done the same way.

Enough talking about it, do you want to know what to do?

I thought as much.

Your Performance, "your show" isn't worth Paying for

Wait a minute Bear, isn't this supposed to be 

about learning to be a better closer?

Yep, it is.  However, if you do not understand this, 

you are completely done in the sales business.

You need to be the best ACTOR who knows their respective lines, shows empathy, shows sincerity and above all else knows how to read a situation.  

An ACTOR, who is also the DIRECTOR of the show. 

If you expect to get paid for "YOUR PERFORMANCE," 

you had better make damn well sure, 

that "YOUR SHOW," is worth paying good money for.