You probably used one of them in the last sales rejection you experienced. O yes!
Some years back, I think that was in 2013, I sold bread.
I didn’t do that because I wanted to survive, I did it because I wanted the company I was working with to survive.
There was no better strategy I could develop at the time to help stop the company from going bankrupt, so I resorted to selling their bread even though I was trained by the company to be their account clerk.
Working with them for almost a period of 6 years, I mastered Tally ERP 9 and a bit of Peachtree.
Till date, my boss is still wondering why I didn’t step up the game to go for ICAN or at least grab ATS 1 & 2. Despite being a core Physicist, I’m still confident I will crush them if I dare. *** I’m not boasting anyways, if you doubt it, ask my course mates, they will tell you ***
How does all these relate?
Hold it. I will tell you how.
First, I noticed that our Fast-Food Restaurant had the best bread in town, so I picked it up, sought for the GM’s approval and presto, I went into marketing.
For the first time in my life, I experienced the marketing heat.
The popular chorus that almost bullied me out of this kind gesture of mine was,
“I will get back to you.”
Of course, if you’ve been in business you will know that most of the time they won’t get back to you.
That was exactly what happened to me.
Nobody visited our office to ask for Emma, the bread distributor.
Nor did I see any of them in my dream telling me how sweet the bread was because I actually gave them samples.
It was hard. But I was determined to make a great change before I resign.
I was averaging N250,000 weekly in sales for just bread. This was something outside my job responsibilities.
What became the game changer for me?
I discovered a quick, easy and professional WAYS to stop them ahead of time from saying,
“I will get back to you.”
Trust me, if you know all of them, closing any deal will be more of a walk in the park.
The amazing thing about this strategy is that it works for all niches, whether you are in real estate, network marketing, social media marketing, beauty care, e-commerce and what have you. As long as you have clients to meet and a great product to sell, it will work for you.
Before we get to that. Here’s a list of 4 horrible questions you should stop asking your prospects…
1. When do we meet?
They will likely respond with, “I will get back to you” or “I will tell you when that will be.”
This is not what you want to hear.
“Would you prefer we meet tomorrow being Thursday or Sunday evening?”
Hook them up to pick a date.
2. When should I be expecting to hear from you?
It’s similar to the one above but with exception. Don’t do it.
Should I be expecting to hear from you TODAY or TOMORROW?
Always insert time. What happens is that whichever they choose works out in your favour.
3. Why is it not working?
If they know why they won’t come to you.
Here’s WHY (explain in an educating manner) it’s not working and give them 2 or 3 different step approaches to solving it with different pricing options. Whichever option they choose works out in your favour.
4. Do you think it’s expensive?
They are already considering that, so don’t try to reaffirm it to them. If you don’t mention that, they will still believe that this is the cheapest thing you’ve ever sold.
There are times confirming the fears of your client becomes suicidal. Only confirm fears in copies.
This is the least price you can get for a service/product of this standard. Or would you prefer this? ** Mention another less superior offer and why it’s so **
Most of the time, they will end up choosing the expensive one.
Try them and you will return with great testimonies.
My head is boiling with sales strategies.