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@immikestone
Closing one-leggers
Ahhh, for some sales people this is a dreaded situation whether it be in the home or in store. "I have to speak with my spouse before making a decision". I'm not going to tell you my opinion on how to close them because I honestly don't have an opinion. I've tried many different approaches and sometimes it works and other times it doesn't. I'd love to hear from you on how you handle this and what your success has been. Leave a comment below or email me directly!
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Negative People Suck
"Don't let negative people rent space in your head, kick them out and raise the rent!" - Robert Tew
Book? Hmm...
I'm thinking about writing a book... More thoughts soon.
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Leadership 101
It should go without saying that a leader of any organization should be able and/or willing to do what he/she is coaching their team to do. For example, I have recently been a part of a team where the GM was hired in from outside the company and either couldn't or wouldn't go out and sell our products. However, somehow he is qualified to teach the salesforce how to do it based on past experience. This is WRONG! I agree that past experiences can serve you well and provide you with a lot of trainable knowledge. But, if you've never actively sold a specific product and you're trying to train a sales force about it, you won't get very far. Even if the products are somewhat similar, you will never earn the respect of your sales team if you cannot or will not go out and DO what you are asking and training them to do. Just my .02 for today. Have a Merry Christmas everyone!
Quick Tip: Getting Your Customers Engaged
The first one works really well with "in-home" sales, what you should do is stop talking, ask to be excused and go back out to your car for about 2-3 minutes. After the 2 or 3 minutes has passed, go back to the front door and knock (don't ring the door bell). Let them come to the door and ask if you can start over. Tell them you really feel like maybe you've said something wrong or have upset them in some way because they aren't really involved with what you're saying. Tell them you're there to help them and you want to be able to relax and have some fun and really want them to do the same thing. This should release the tension in the room and make them relax and smile... They'll think you're funny and will be much more involved in what you say and do. It works, try it!
The next one is much more to the point but ALWAYS works. This can be used with "in-home" sale or just about anywhere, even retail sales done in a store. Same situation, one or both of them aren't engaged with you. Stop and say "Mr./Mrs. Smith, I want to ask you a question and I'd like you to give me a straight and honest answer, would you mind doing that? They'll say yes. They you ask them "Why have you decided not to purchase from me today"? This question will hit them right between the eyes and they will ALWAYS say "we haven't decided not to purchase from you". Now you can go back to telling them that you felt they weren't engaged or having fun and you're there to help them. Once you do this they will be much more alert and your chances of making that sale have gone up dramatically! Again, it really works, try it!
As always, if you have something to say please leave a comment here or send me an email. I'd love to hear from you!
The Power of the Pause
Depending on the type of sales you're in, you'll make $200K - $300K per year if it's mastered. If you're in retail sales (furniture, clothes, jewelry) no you won't make that kind of money and I would encourage you to consider getting into commissioned sales such as cars, windows, or other home improvement catagories to name a few.
Non verbal communication is the key to sales. Silence will do more for you than you can imagine. When there is silence, sales people tend to think they are losing the deal, that the customer is thinking about a way to get out of it. However, the opposite is true IF you've done a bullet proof presentation and you've boxed them in without them really know it. Once you ask for the order, SHUT UP! They are not thinking of how to get out of it, they are thinking about BUYING from you! They are thinking about how much money to put down, how much money they have saved or how much they'll have left after they write you a check. Maybe they're thinking about what color they want or what the weather will be like when their shiny new product gets delivered. Maybe they're thinking about a holiday that's coming up, the thoughts they could be having here are endless and those thoughts are usually positive, let them think, don't say ANYTHING until they've talked. They WANT to buy from you, it's your job to let them. I've seen a lot of sales blow up right here because the sales person spoke too soon and wrecked the deal. Stop worrying about losing the deal and concentrate on what you're saying and when and how you're saying it. Mostly, just know when to be quiet, silence will make you a ton of money! Once I mastered it, my personal closing ratio went way up and yours can too.
I was so shocked when I forced myself not to talk after asking a customer to buy $50K worth of my product and they came back and said "who do I make the check out to?" It was only about a 30 second pause but it felt like eternity. It happens all the time to me now and it will happen to you if you let it.
Have something to say? Reply to this post or send me an email, I'd love to hear from you!
We don't make same day decisions 😳
Seasoned closers most likely have several tactics they could use here but for the sake of simplicity, let’s keep it easy. The first question that should come to your mind is did you do a masterful presentation? Did you cover everything? Did you ask the right questions and get the right answers? If you did, then it will be easy to overcome this objection.
I want you to think of a cardboard box with 4 flaps and on those flaps are the words:
Product | Company | Me | Money
What you need to do here is nod your head in agreement, you've acknowledging what they've said. You need to say something like "John and Mary, I do hear that from time to time and when some of my other customers said the same thing, I found out that I didn't answer all their questions. So, let me ask you this real quick." What you do at this point is close the flaps on that box. Start with the product, "John and Mary is there something about (insert your product) that you didn't like? Does it not have the features you wanted? Was there something you didn't understand about it?" They should answer NO here, they love everything about your product.
Next is company, "John and Mary was there something about our company that you don't understand or something that made you feel uneasy? Was there something that I said that concerned you? Are you confident that we're going to give you great service?" Again, they should feel comfortable with your company if you've done your job right.
Next is Me (you), "John and Mary is there something about me that you're not happy with? Did I say something to offend you or not answer all your questions?" Of course they like you, if they don't then you need to go look in the mirror and evaluate yourself. If people don't like you, you won't sell anything.
That leaves money, "John and Mary please just level with me, is it the money? It's a little more than you anticipated isn't it?" When you say this, make sure you're not holding your pen, just sort of sit back, relax and be on their side. 99% of the time they will say "yes, it's the money". At this point you still have some work to do, you've got them to confess that it's too much money but now you need a commitment. First, you need to find out if they are paying cash or financing and a great way to do that is to ask this question: "John and Mary, let me ask you a quick question, with a product or service like this, is this something that you would normally stroke a check for or make small monthly investments on?" Let them answer. Most people in this country are finance buyers so if they say they would make payments then ask them bluntly how much would feel comfortable to them. When they give you a number, get a commitment regardless of if you can get to their number. It reinforces them buying today without any pressure. So, if I can get your investments (payments) around xxx dollars, then I could earn your business? You should hear YES, get your boss involved, work to lower the price and the payment and get the paperwork done. Congratulation, you just overcame their objection and got a sale! Nice work!
Let me tell you something, it's ALWAYS about the money but you need to get them to say it. This closing technique works really well and if you'll practice at home and the next time you hear this objection, you'll likely be walking out with a sale.
As always, follow me on Twitter @imikestone and if you have something to say then please send me an email or reply here with a comment, I'd love to hear from you.
Welcome!
You have to start somewhere, right? So here is my very first post, I’m excited to bring you some ideas that will hopefully help you make more sales and ultimately more money. Now, I’m not saying that I’m a self proclaimed “master" at closing sales, I’m not but I am pretty good at it. I’ve received lots of specialized training from some very high profile people and although I’m not the master, I can help you.
Having a great training program and a great trainer is key! You can have the best product and the best systems but if you don’t know what to say and when to say it, your chances of success in closing that sale are not as high as they could be. It’s my goal to change that. I hope to bridge the gap between the training you’re currently receiving, if any, and the training you need to help you close more sales.
Most sales trainers can only take you so far, they are limited by their own experience and you’ll only get as far as they’ve been themselves. I’ll give you another perspective, another angle you can use to seal those deals that you couldn’t get in the past. Also, keep in mind that our opinions may be different, the point is for me to transfer my knowledge and experience to you, so if you want to learn you’ll need to keep an open mind to a lot of things.
Finally, all I ask is that if you use something that you’ve learned here, send me an email to let me know. I want to personally thank you and if it worked I want to congratulate you! Also, if there is something specific that you’d like me to post about in regards to closing techniques or anything else involved with sales, let me know! My main mission here is to pass along what I’ve learned to help you. I have been very blessed, not only with an great income but also with extrordinary experiences and knowledge from some fantastic people and I sincerely want to return the favor. I will update this blog every week on Sunday unless I get a specific request for a certain post. I look forward to helping you!
-Mike Stone
Have something to say? Reply to this post or send me an email, I’d love to hear from you!