The Disinterested Client
| Category: Sales Tips | Date: 2003-04-04 |
GET A HANDLE ON THE DISINTERESTED CLIENT
Closing a sale can be a challenge at the best of times, but no matter how slick your selling performance is, there are clients whose ability to side-step your best efforts and get away are just as slick. Their put-offs include not needing your product or service, they dont have the money just now, they dont have any faith or trust in the product, they might look at it in six months time, or they are plain just not interested in even finding out about it. Hardly inspiring responses to an eager salesperson.
You could say it is bad manners to persist in attempting to close a sale to someone who produces such objections, but if you are sincere in being of service, you may do both yourself and the client a favor in persisting just a little.
Dont be tempted to walk away at this point, for all you know, their objections may be something you can overcome. They may sincerely believe their problem or objection is a real obstacle, but unless you take the time to fully understand their concerns, you are not going to be in a position to even know how much you can help or if you can help at all. Make it clear you are keen to assist them and you would like to understand their objection more fully, reminding them that they are under no obligation. Some people clam up under hard-sell techniques, but a friendly, information-gathering approach is less threatening to them, and it might just mean the discovery that their perceived problem with the product/service, is something very minor and can be dealt with in a way that pleases them greatly.
At this point, you may find your client is opening up a little, and perhaps the exchange of information has led to the possibility that they just might be interested in what you have to offer, after all. Dont rush to close the sale before they change their mind... it will be obvious and will destroy any goodwill youve just established. Help the client in determining what is best for his interests, then, if you have now found yourself an eager client who has signed up for a product or service, dont just forget about him. Follow up after the sale and make sure he obtains the maximum benefits from the product or service. Make sure he gets his "moneys worth" and has no regrets at all.
When faced with any objection, remember that people respond best to sincerity. People dont want to be manipulated by clever sales pitches. Show your honesty and your integrity. A sincere and caring effort to be of service, to understand their concerns, with no obligation on their part, may not always get you this client this time, but you can be sure they will remember you next time... and maybe then, they will be ready.
About the author.
Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the President of Comprehensive Coaching U – The Professionals Coach Training Program, a popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestseller, "Work Yourself Happy" & "Coaching for an Extraordinary Life". She can be contacted via the website ComprehensiveCoachingU.com or by telephone: 215-699-4949.
terri@coachinginstruction.com
http://www.comprehensivecoachingu.com
Closing a sale can be a challenge at the best of times, but no matter how slick your selling performance is, there are clients whose ability to side-step your best efforts and get away are just as slick. Their put-offs include not needing your product or service, they dont have the money just now, they dont have any faith or trust in the product, they might look at it in six months time, or they are plain just not interested in even finding out about it. Hardly inspiring responses to an eager salesperson.
You could say it is bad manners to persist in attempting to close a sale to someone who produces such objections, but if you are sincere in being of service, you may do both yourself and the client a favor in persisting just a little.
Dont be tempted to walk away at this point, for all you know, their objections may be something you can overcome. They may sincerely believe their problem or objection is a real obstacle, but unless you take the time to fully understand their concerns, you are not going to be in a position to even know how much you can help or if you can help at all. Make it clear you are keen to assist them and you would like to understand their objection more fully, reminding them that they are under no obligation. Some people clam up under hard-sell techniques, but a friendly, information-gathering approach is less threatening to them, and it might just mean the discovery that their perceived problem with the product/service, is something very minor and can be dealt with in a way that pleases them greatly.
At this point, you may find your client is opening up a little, and perhaps the exchange of information has led to the possibility that they just might be interested in what you have to offer, after all. Dont rush to close the sale before they change their mind... it will be obvious and will destroy any goodwill youve just established. Help the client in determining what is best for his interests, then, if you have now found yourself an eager client who has signed up for a product or service, dont just forget about him. Follow up after the sale and make sure he obtains the maximum benefits from the product or service. Make sure he gets his "moneys worth" and has no regrets at all.
When faced with any objection, remember that people respond best to sincerity. People dont want to be manipulated by clever sales pitches. Show your honesty and your integrity. A sincere and caring effort to be of service, to understand their concerns, with no obligation on their part, may not always get you this client this time, but you can be sure they will remember you next time... and maybe then, they will be ready.
About the author.
Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the President of Comprehensive Coaching U – The Professionals Coach Training Program, a popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestseller, "Work Yourself Happy" & "Coaching for an Extraordinary Life". She can be contacted via the website ComprehensiveCoachingU.com or by telephone: 215-699-4949.
terri@coachinginstruction.com
http://www.comprehensivecoachingu.com
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