In this part we will look at how to handle objections and close the sale.
Keep in mind that people that people need to convince themselves they are making the right decision.
Generally, they will look at more than one option before making a key decision.
So, you need to fill up their convincer that your solution will solve their problem.
If they remain unconvinced, be prepared to show flexibility, and add more value to your proposal.
Always make sure they empty out ALL objections.
Do not interrupt when they tell you their objections.
Be certain you exhaust them fully.
You want to know the structure of these objections.
How it works inside their mind.
The objections are likely to cover one or more of these possibilities:
“I don’t have enough time.”
“I don’t have sufficient money.”
“It just won’t work for me.”
“I don’t believe you.”
Once they empty out, look surprised as if to suggest:
“Is that your only concern?”
“Is that the only reason you’re not buying?”
Then immediately go back, build rapport, and re-establish value.
Never be confrontational.
Just be flexible, persevering and confident.
“Remember to feed back the client’s key words and values.
For example, if they use a relatively unusual word such as sincerity, you can say something like:
“It’s important that we can develop a relationship built on sincerity so we can meet your needs and provide you with the very best solution.”
If all has gone well, go ahead and ask for the order.
When you fire their decision-making strategy, make sure you include the client accepting the sale in the words you use.
Say the key words they have used are “return”, “flexible” and “making a profit”; you could say something along the lines:
“Obviously it is vital you make a return on your investment and WE CAN DELIVER a solution that is flexible and geared towards making a profit…” and so on.
Now let’s summarise all the “YES” points.
You have successfully built trust by gaining rapport.
You intimately know the client’s physiology and noted their gestures.
You have used their vocal attributes to get your tone just right.
You have matched their representational systems.
You have matched their breathing, predicates, and observed their eye patterns.
You have used pacing and leading to get agreement.
You have used cross-over mirroring to deepen rapport.
You have asked questions directly related to their business and industry.
You have established a need and value.
You have linked the need to your product or service and asked for the order.
Oh, and you have used the psychology of influence and persuasion throughout.
Of course, you have!
The book Skyrocket Your Persuasion will transform your skills in this vital area of sales.
This is referred to at the end of this video.
At this time do not enter into any meaningless conversation.
Or else you will get further away from a potential close.
As soon as you see a buying sign, attempt to close.
If the client is ready to go ahead so should you be.
Once you ask for the sale, shut up!
Wait for the client to give the go ahead, or reveal the reasons why they won’t.
Just go ahead and seize the closing moment.
And fire their reassurance strategy.