PROFESSIONALS AGREE THEN MOVE ON AND SELL
A Top Professional Always “Goes the Extra Mile.”
In sales we all have prospects (and even customers) who will occasionally say, “I can’t afford it.” When that happens we will mostly either trot out an assortment of pre-rehearsed ‘come-back’ lines, and when they don’t work, we can resort to something ‘off-the-cuff,’ or worse still something a little more primitive, and when that doesn’t work who knows – some of us will ‘fall apart’ to the extent that it may effect the rest of our day.
A while ago I heard a great alternative and use it as many times as I am able whenever I hear that dreaded, “I can’t afford it.” I now simply reply with, “I am glad you said that. (now pause) Some of my best customers have said that too. (pause again) So let me show you what I mean.” Once said, I am able to get back to what I was doing no matter where I was in the presentation or sectional closes or my final close – because now all I have to do is to trot out my example, or testimonials, or personalised video’s on my smart phone.
It’s a simple, effective and more importantly a totally non-confrontational way to get back into whatever part of the presentation you feel is the best place to recommence, or perhaps do a quick summary of where things were at before you go back to the presentation. Let’s face it, it’s only a price objection, and if you let it get the best of you there are generally always two losers – your prospect and you.
So now you know how, get over it and get back to doing what you do so well . . . sell.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
This Article is by Peter Collins – In a sales career spanning more than 53 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 68 business 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. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. 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.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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