“Customer: Do you really think I’m going to sign something today?
What’s your best response?”
I will give you guys my answer but first, here are a few answers that question got.
–Just laugh as you hand them the pen and say press hard, three copies.
–Sure. Smart people know time is money and don’t want to waste their time.
–Of course…buying right now doesn’t make naive, it makes you efficient.
–Of course you are. Why else would you be here? I’m sure it’s not for the fun of it right? What would prevent you from signing?
–When do you want to begin getting results? What is your commitment level to getting this done? You tell me you’re serious, so yeah, I took you at your word. Let’s get started already
–Well yeah, I am not asking to sign your life away. Just asking you to sign for this(product) that you are interested in. And its an opportunity to build your credit at the same time
–Gotta use words like now, and today over and over again before you get to the close. Then in the rare case they say that ask what’s holding them back. They’ll tell you
–I don’t care if you do or you don’t. That’s up to you.
Then continue with presentation, and close them.
–Unless you have to speak to your wife first then yes…..you said your wife is a stay at home mother if the vacuum is broken does she call you to purchase a replacement? They why would you need to contact her to make this purchase if it is going to make your job easier?
Congratulations for making it this far reading this junk.
My answer to them:
“This is an amazing parade of shit responses.
Pressure and intimidation lead to short sales careers.
Most of these responses are because of the fear of losing the sale. Desperation and fear do not make a good salesperson.
There is also a lack of skill when you run into this. It is not that the objection is all that hard it is that the close sucked. The rapport sucked. There is a failure to use solid persuasion skills.
Without knowing the whole process it is hard to say why this is happening. The truth is there are only 3 kinds of objections
Reactive… They just hate being sold and hate the process
Skepticism… they don’t believe you
Inertia… they don’t really want to make any changes to what they are doing.
I think the problem is really in your process…. not the objection”
I want to add to that here on our group.
The fear of missing out is a persuaders worst enemy. That mindset leads to failure. When we are coaching someone who has the “have to close now’ mindset, that is the first thing we work on.
In any negotiation, it is the person who fears walking away that ends up losing. It projects weakness and even worse it makes people uncertain. When they are uncertain about you they do not feel safe making a decision.
This causes a string of BS objections. Answering the objections don’t help because they are not the real problem. So focusing and clever answers does nothing.
This is why anchoring is so powerful. You can get people to feel a certain way and when you do that it changes their pattern of thinking.
When people are uncertain their thinking pattern is looking for problems to avoid.
When you tie good feelings to your suggested outcome their thinking pattern changes to looking for reasons to do what you are asking.
Let me say this. Once a thinking pattern of avoidance happens it is hard to reverse by just adding on pressure and facts. You need the skills we will be teaching in August.
If you think about it… persuasion is all about establishing a thinking pattern in someone and then letting them find the reasons to agree with you.
When persuasion is done right… people think it was their idea all along.
