One Call Closing by Claude Whitacre

Author:Claude Whitacre [Whitacre, Claude]
Language: eng
Format: epub
Published: 2013-12-15T22:00:00+00:00

Objections

Why We Get Objections…

When I give seminars on selling, I’ll ask the audience to think of the last expensive thing that they bought...that they really wanted. Then I’ll ask, “How many objections did you give before you bought?” The answer is almost always “One” or “None”.

The reason salesmen get objections is because they haven't given the prospect complete confidence that the proposed offer is the best solution for them. The salesperson has not tied what they sell completely to what the prospects are thinking.

If you hear a prospect give a salesperson an objection....

I can promise you the salesperson is telling the prospect things, rather than asking him questions.

These are examples of what we usually think of as objections:

“I can't afford it-too much money”

“Need to think about it”

“I'll definitely buy...later...but right now...(whatever)”

These are symptoms that show a large gap in the sales process. A gap the salesperson created.

And if prospects bring these things up at the end of the presentation, we are now back peddling, and arguing....arguing with the prospect. When was the last time you bought something because the salesperson won an argument with you? Never. But that's what's taught as "technique"

Guys: Remember the last girlfriend you...um..."kissed"?

Did you argue with her about whether she should "kiss" you or not...until she finally agreed? The answer is "No". Always.

But that's the way some of us sell. We think of it as a battle of wills. That's why we are exhausted at the end of a day of selling.

You ask questions to find the problems your offer can solve. You ask questions to explore the cost of those problems. You ask questions to get the prospect to tell you how much they will pay for the solution. You ask questions to reveal possible solutions, and their costs. You ask questions to match your solution perfectly to their problem. And then you ask a question to arrange the delivery of your service.

What is the common thread in all these questions? It is that the prospect is telling you; what they want, how much they will pay, how badly they want it, what you need to know to match your offer to their wants, and that now is the best time to start.

And no prospect ever raises an objection to something they have just told you.

I sell a $8,400 (the first year) marketing service to small business owners.

When I'm at the end, about 80% just say, "Let's get started right away"

About 20% (in one on one selling) say, "Wow! That's fantastic. We're going to absolutely do this program with you...as soon as we....blah, blah, blah"

I almost never get, "We can't afford it". Never. Why? Because they told me how much they would pay, and they did it before I really started the main presentation

I almost never hear, "I need to think about it", because they keep telling me (with proper guidance) exactly what they want. And, they told me how much my solution would probably make them in additional profit.

Nobody ever objects to something they told you earlier.

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