Imagine sales as a long hotel corridor.
It's true, sounds a bit simplistic I know but I look upon sales and selling as taking a prospect on a wee journey and ensuring they 'want' to go on that journey with me. We all know people ONLY deal with you because there is something in it for them - right? What do you offer the competition doesn't offer? Now you cannot (or should not) pitch your products or service UNTIL you kill off the competition - and we do this by asking questions at each and every door.
All you have to do is walk a prospect to the door at the end - that's the 'sale'.
BUT all the side doors are exits they can rush out of - They're excuses.
ALL excuses are EQUAL = You're NOT getting PAID.
Your job is to close off all those exits - with permission - and move a step closer to the sales door.
Some excuses are:-
I need to speak to the other half
I don't need it right now
Didn't think it would cost that much
I'm not interested
I'm sure you can think of more..............
What if I told you - a lot of these excuses (objections) can be overcome BEFORE you pitch?
FOR EXAMPLE - I used to get a lot of "I'll ask her indoors when she gets home"
After a few times of this happening, I wanted to remove that objection. So I started to ask, "Is there anyone else who needs to be there when I show you our stuff?" Or, "Will anyone else be involved in the buying decision?" AND MY FAVOURITE, "Will your wife be in - she'll need to choose the colour?"
Once you remove ONE excuse, work out how to remove other excuses.
Get good at price conditioning because I GUARANTEE price is the biggest objection you will ever face in sales. AND you don't want to wait until you finish your presentation to find out your prospect is SKINT. Once you can condition correctly - price is no longer the issue - charge what you want.
So here's what to do.
Draw a corridor with side exits and place little 'excuse' tags on the doors.
Now work out what you will say or ask, to remove those excuses. The more excuses (objections) you can eliminate BEFORE your pitch, the easier the walk down the corridor will be.
Try it.
