It goes without saying that prospects are not all that a seller would like them to be. In fact, most prospects are less than ideal. Much of the time they can be difficult, unreasonable, cantankerous, complex, irrational, unfair, illogical, puzzling, intricate, unjust and perplexing – and I know many a salesperson would agree with every part of that description. But why shouldn’t they be? Until they get to know you and trust you, of course they’ll put up a barrier of one kind or another.
So until you learn how to revive a dying presentation and breathe life back into a dying sale, all you’ll be able to do is ponder on what might have been if only you knew how.
- The Most Important Factor – Persistence
This applies to either selling the call (or as in this case), resurrecting the call. But that persistence must be inoffensive and skilful or it may rub up your prospect the wrong way. And if you persist with a smile you won’t offend the buyer.
- You Need to Constantly Intrigue
This is achieved by constantly submitting new ideas, new reasons, and new facts and figures. But please be careful not to argue your point – it won’t get you too far. And don’t labour the same point – ever.
- You Need Constant New Offences
If the prospect decides not to buy, launch a fresh attack when the existing onslaught is turned back.
- Don’t Ever Take Rejection Personally
Too many sellers give up after a few no-acceptances by the prospect. But don’t take those refusals personally. A question as simple as “Why not”, can often uncover your prospects concern. The “Why” is a simple inoffensive way of disarming your prospect. Another way is to ask “What can I do to change your mind” can open new doors.
- Probe the Prospect – Harder
At this point the prospect needs to be disarmed, and there is no better phrase to achieve this end than to simply use this concept. Lead with;
“Mr _______ would you mind doing me a favour?” Most times you’ll hear “Not at all.” then follow with … “Would you mind telling me what I did wrong, the reason you didn’t buy wasn’t my fault entirely, and I’m sure of that. I’m also aware you’ve decided against buying. So please, could you tell what my weakness is. I’d appreciate that as a personal favour?”
If worked properly you could retrieve as many as 2 out of 5 buyers. They literally sell themselves. Closing is not an accidental happening, its about authority. The seller must establish himself as the authority – the buyer is not and cannot be the authority, if he is, you are merely the junior shop assistant accepting everything they dish out.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com