Truth Or Fantasy?
All of these comments can have one thing in common. They are statements that the prospect makes that may not be either the truth or a reflection of what is really going on in his mind. How do you know?
You must learn to get beneath the truth line in every conversation or sales presentation. You must learn how to bring the real issues to the surface so you can address them. If you don't, then you will not be dealing with the real objections or resistance. Traditional sales training asks you to use a variety of clever techniques to 'overcome' these objections. I would rather you change your paradigm and see these statements and others like them not as sales objections, but unanswered questions or concerns. Let's go back to the previous 3 examples. What is the prospect really asking when he says the price is too high? - Why should I pay so much? I can't afford it. I don't have good enough credit to buy it. Can I get it cheaper somewhere else? If I pay this much, will it satisfy my needs or problems? You haven't convinced me it is worth what you are asking.
How about the second one, "I need to think it over"? What could he be asking or saying? - I don't have the authority to make the decision myself. Should I get someone else involved in this decision? What if I buy it and it doesn't work, how will I look to my boss, customers, etc.? And, the last one, "I need to shop around." What could he be saying or asking? - It's your turn. See if you can come up with your own answers.
A technique I have used for over 25 years when I am getting information that I am not sure is the truth or is just a cover for something else is, "In addition to that (whatever he told me), is there anything else that will get in the way of our doing business together? The rationale for this question is: 1) I am not challenging his opinion, view or statement. 2) I am accepting whatever he is saying (not necessarily agreeing with him, but accepting the words for the time being) 3. I am positioning myself to determine what else might be going on (below the truth line) that might stand in our way. Notice I put a trial close at the end of the question rather than just asking the question.
The purpose for this is to send the message - give me everything you have now that will prevent us from doing business together. I still have to successfully deal with all of theses issues or questions to close the sale, but at least I know. If I can, I have a sale and won't get a whole new list of issues after I deal with these.
Related Tags: leadership, success, selling, management, sales training, sales, sales management, supervision
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com
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