(First name of prospect), I want to get a gauge of our conversation,
what are you immediate thoughts?"
.
.
What makes the most sense to you today?
.
.
I can understand why you would have no interest if you haven't first heard the benefits?
.
.
"In the absence of knowledge your customers and prospects will always focus on price."
.
.
"You're so expensive!"
"What or who are you comparing us to?"
.
.
"I've heard others respond in the exact same way, but then when we sit down and compare similar products and services we are able to significantly (Insert a benefit statement here)."
.
.
"What do you most like about (Insert the name of your prospect's vendor here)?
What do you least like about (Insert the name of your prospect's vendor here)?"
.
.
"(Insert the first name of your prospect here), when you say that you don't want the hassle in switching, can you expand on that?"
.
.
“This is the last time we’ll be able to extend this offer and we need your answer now.”
.
.
“My boss told me that this pricing expires December 31 at midnight.”
.
.
“I’ll talk with my boss and if he okays the terms, could we have the purchase order?
.
.
“Our new price list is coming out next week, and I can’t hold these current prices for you after that.”
Monday, April 6, 2015
When a prospect is not interested then you could pose the "What if" question.
Let's say you sell home security alarm systems and your prospect says,
"I don't need an alarm, I have a dog!"
You could then respond with a "What if" question and say the following:
"What if an intruder knows that you have a dog
prior to their break-in
and then comes prepared to handle your dog?"
Every time you hear an objection
just pose the "What if" question and suggest an alternative scenario
that could make their perceived reality a nightmare situation.
"I don't need an alarm, I have a dog!"
You could then respond with a "What if" question and say the following:
"What if an intruder knows that you have a dog
prior to their break-in
and then comes prepared to handle your dog?"
Every time you hear an objection
just pose the "What if" question and suggest an alternative scenario
that could make their perceived reality a nightmare situation.
Close the sale using future expectation.
Ask the customer if you were able to do “x” would they in turn buy it because of “y”.
You can either close the sale
or understand better what is keeping the customer from making a decision.
Ask the customer to do something for you.
One of the best ways to know if the customer is truly interested
is by asking them to be involved in the buying process.
An example of this is to ask the customer to look at some information
and then to respond to you with their opinion.
Customers who are serious will do this.
Customers who have limited desire will not see a reason to respond.
This is a very effective technique you can use
not only when a call stalls out,
but also to verify if a prospect is really a sales prospect or isn't.
You can either close the sale
or understand better what is keeping the customer from making a decision.
Ask the customer to do something for you.
One of the best ways to know if the customer is truly interested
is by asking them to be involved in the buying process.
An example of this is to ask the customer to look at some information
and then to respond to you with their opinion.
Customers who are serious will do this.
Customers who have limited desire will not see a reason to respond.
This is a very effective technique you can use
not only when a call stalls out,
but also to verify if a prospect is really a sales prospect or isn't.
Ask the customer what is keeping them from making a decision now, and regardless of how they answer, ask them to further clarify their decision.
Your objective is not to challenge their thinking
by being in their face.
Rather, the approach is to be sure both you and the customer
are in agreement as to why no decision is being made.
Similar to the second point,
knowing this allows you to understand how to proceed.
by being in their face.
Rather, the approach is to be sure both you and the customer
are in agreement as to why no decision is being made.
Similar to the second point,
knowing this allows you to understand how to proceed.
Close the customer on a couple of key features and benefits they do like.
By getting the customer to agree with you
as to what it is they’re looking for
and a few of the key features and benefits,
you will be armed now with information to follow up.
as to what it is they’re looking for
and a few of the key features and benefits,
you will be armed now with information to follow up.
“Let me think about it?”
Say Nothing
When they tell you they want to think about it, say nothing.
That’s all there is to it.
Just wait patiently.
Silence creates a vacuum and most people get uncomfortable with the silence.
After two or three or four seconds, most people feel the compelling need to fill the void with words.
Discipline yourself to hold your tongue for a few seconds.
Typically, the client will elaborate on the “let me think about it” objection and this often uncovers the real objection.
For example, they might explain that they have to speak to their boss or their partner. Suddenly you discover another player in the game.
They may reveal that they are looking at other proposals and now you know you are in a competitive situation. Or they may simply not be interested at all.
In any event, you have more information upon which to base your next step.
.
.
Probe for Legitimacy
Empathize with the prospect and then to go on and question to determine if the objection is legitimate or a smokescreen.
Prospect: “Hmmmm. Let me think about it.”
Rep: “I understand completely.
If I were in your shoes I’d want to think about it as well.
“May I ask what concerns you still have?
Or “May I ask what’s causing you to hesitate?”
or “May I ask what questions I’ve left unanswered?”
or “May I ask what your final decision will be based on?”
Needless to say, this type of probing gets the prospect to open up and to help you determine if the objection is real or otherwise.
.
.
I am Not Sure I Understand
When the client explains that she would like to ‘think about it’
pause for a second or so and then slowly say,
“I am not sure I understand.”
The trick here is delivery.
Be subtle and use the tone of your voice
to show surprised confusion, not belligerence.
Do not utter a word.
Let silence do its work.
When the prospects hear the confusion in your tone
they almost automatically feel the compelling need
to ‘come to your rescue’
and elaborate further on their hesitancy.
.
.
“what concerns so you still have?
“what’ is causing you to hesitate?”
“what is your number concern about not proceeding further?”
“what will your final decision will be based upon?”
.
.
“Fair enough. But John, we’ve spent a bit of time reviewing your situation
and there seems to be a good fit.
Please level with me, “What’s holding you back?”
When they tell you they want to think about it, say nothing.
That’s all there is to it.
Just wait patiently.
Silence creates a vacuum and most people get uncomfortable with the silence.
After two or three or four seconds, most people feel the compelling need to fill the void with words.
Discipline yourself to hold your tongue for a few seconds.
Typically, the client will elaborate on the “let me think about it” objection and this often uncovers the real objection.
For example, they might explain that they have to speak to their boss or their partner. Suddenly you discover another player in the game.
They may reveal that they are looking at other proposals and now you know you are in a competitive situation. Or they may simply not be interested at all.
In any event, you have more information upon which to base your next step.
.
.
Probe for Legitimacy
Empathize with the prospect and then to go on and question to determine if the objection is legitimate or a smokescreen.
Prospect: “Hmmmm. Let me think about it.”
Rep: “I understand completely.
If I were in your shoes I’d want to think about it as well.
“May I ask what concerns you still have?
Or “May I ask what’s causing you to hesitate?”
or “May I ask what questions I’ve left unanswered?”
or “May I ask what your final decision will be based on?”
Needless to say, this type of probing gets the prospect to open up and to help you determine if the objection is real or otherwise.
.
.
I am Not Sure I Understand
When the client explains that she would like to ‘think about it’
pause for a second or so and then slowly say,
“I am not sure I understand.”
The trick here is delivery.
Be subtle and use the tone of your voice
to show surprised confusion, not belligerence.
Do not utter a word.
Let silence do its work.
When the prospects hear the confusion in your tone
they almost automatically feel the compelling need
to ‘come to your rescue’
and elaborate further on their hesitancy.
.
.
“what concerns so you still have?
“what’ is causing you to hesitate?”
“what is your number concern about not proceeding further?”
“what will your final decision will be based upon?”
.
.
“Fair enough. But John, we’ve spent a bit of time reviewing your situation
and there seems to be a good fit.
Please level with me, “What’s holding you back?”
Subscribe to:
Posts (Atom)