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Non Sequitur Examples
In this post we will look at non sequitur examples to make sure you continue to move the sale forward.
As a quick reminder, if you answer questions during the sales process, you will lose the sale. In sales there is a lot of domination and submission going on throughout.
Using non sequiturs, you keep the conversation focused on what they are curious about and what they want. On average, you answering the question derails the sales process and lets them take control of it.
Here are some non sequitur examples:
How much does that cost?
Prospect: “How much does that cost?”
Salesperson: “Great question, I’m glad you asked. I only know what it will cost if I know what we are doing together. What specifically do you want to get done?”
The word specifically allows you to chunk down into greater detail. In asking them to be more specific you automatically answer their question.
If after a few goes it starts to get confrontational, you might say something a little different (are you trying to avoid the question?)
What’s your unique selling proposition?
Prospect: “What’s your unique selling proposition?”
Salesperson: “Great question. (What your prospect is asking for you to prove yourself. Never prove yourself to them. You don’t have to play their game). What are you looking to understand specifically about unique value proposition?”
How is this going to work for me
Prospect: “How is this going to work for me?
Salesperson: “It’s a very good question, how would you like it to word out for you. What is the thing you want most?”
How do I know the increase in business is due to your marketing?
Prospect: “How do I know the increase in business is due to your marketing?
Salesperson: “Great question. What tracking system would you feel the most safe”
Prospect: “What tracking system would you recommend?”
Salesperson: “Would you like to leave it to me to work out?”
Persuade me why I should use you?
Prospect: “Persuade me why I should use you?”
Salesperson: “Great question. What’s missing currently that will even consider you talking to me?”
Do you have any references?
Prospect: “Do you have any references?”
Salesperson: “Great question. What would you be looking to know by calling and talking to my references?”
Prospect: “That you will be good.”
Salesperson: “Wouldn’t it be true that if you talk to them you will have no sense of how I am with you. Have you ever done work for a client and it’s turned out completely different.”
Prospect: “Yeah”
Salesperson: “Cool, so you could talk to a hundred different references and it still may not apply to you. So I think the real concern is what?”
Prospect: “Can I trust you.”
Salesperson: “Great so how about you and I design something where the risk is low and you can trust in the relationship.”
The reason why you don’t give them references is because they spend months chasing them down and nothing happen.
What’s different about you and why are you effective
Prospect: What’s different about you and why are you effective?”
Salesperson: “Great question, thank you. I’m just wondering, what is the concern underneath that. What are you wondering. I’m not sure specifically what you are wondering?”
Prospect: “Everybody claims they are great and I’m not sure which way to go?”
Salesperson: “Great, so the concern is that we will not produce the results for you?”
Prospect: “Yeah.”
Salesperson: “Great, is it ok if we talk about that?”
This will go deeper than the level she asked you to prove yourself to her. You re-control the conversation. You can say great, can you share with me a few of the concerns and things you’ve been screwed on in the past so we can make sure you are not screwed on. What would you like to make sure happens.
What is the warranty?
Prospect: “What is the warranty (guarantee)?”
Salesperson: Warranty falls in concern. “Good question. Thank you. May I ask you what your concern in terms of warranty is?”
Prospect: “Who is responsible if thing go wrong?”
Salesperson can answer the real question.
When responding to their questions, ask them about their values. For instance “It’s fair to say that one of your core values is that you would like it to be done fast? So, if I can get it done faster than guy number 2 would you be willing to work with me.”
Every single question they ask you can redirect and have them feel it’s absolved and heard. Anything you answer destroys the sale. As soon as you are answering the question the person has control of the frame.
Once you have gone through the sales process and it’s time to ask for the sale, you will often come across their objections. Find out how to handle objections.
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