UNDERSTANDING YOUR JOB… here is an interesting definition of the Salespersons Job: “Help people overcome their fears so they can commit to something they’ll end up being glad they invested in”. Very interesting. Think about it for a moment, if you are just an order taker all you have to do is “wrap up the product, put it in a bag, and ring it up on the till”. That’s not Selling!… and of course it doesn’t pay near as much. Selling is all about helping the Consumer overcome their fears of making a bad decision. Eliminate their “fear of loss”.
Here is your ACTION STEP…once the Customer is comfortable that their decision/investment is in their best interests, the closing part becomes simple. That’s when they are ready to buy. The way to get the customer to that stage is to be sure you answer all their questions and in doing so you address their fears. Use the technique of “Isolate the Objection”. How?…ask good questions. Follow this sequence:
1. What’s the next step for you?
2. What’s preventing you from moving forward on this decision?
3. What do you need to know to help you be comfortable and make this purchase?
4. What expectations do you have so we can be sure that this is right for you?
5. Is anything else preventing you from saying yes?
6. Once we deal with this issue, are you ready to go ahead?
Sometimes in my Seminars and Coaching situations, people say to me… “Yeah but asking those questions is hard”. I submit to you that asking the above questions is not hard, it just requires an adjustment in thinking. Living in a third world country…or not having enough money…or having poor health… that’s hard! Taking on the challenges of mastering Q #1 to Q #6 and handling the objection. That’s not hard… that’s exciting…do that and your customer’s fears will disappear! NO Excuses.