Hot Tips No 3

Greetings!

A reader emailed me with a question, looking for information on "assuming the sale." Ill share the answer with you as well.


Old school, tactical methods of selling say that you should "assume the sale" as soon as the prospect shows any degree of interest.

I disagree.

Thats annoying, salesy, cheesy, and wrong in most cases. And youve probably had it happen to you.

For example, youre in a car dealership, or worse, sitting through a timeshare sales presentation, not even close to the point of buying, and the sales rep is filling out something that appears to be a contract!

They disguise it as, "just taking down some information."

I remember talking to a sales rep at a high-end electronics store who used the old Assumptive Close on me: "Where will we be delivering this?",

to which I replied, "I never said I even wanted it."

In both of these cases, the prospect--me included--had not yet crossed the emotional buying bridge, and felt uneasy being subjected to the tactics.

THE "BUYING BRIDGE" THEORY

When people buy, they ultimately pass over a bridge that takes them from indecision, to the decision to purchase. Try to assume the sale before they even get close to the bridge, and youre dead in the water under the bridge. In other cases, theyve already crossed it, when they call you to order, for example. Our job as salespeople is to recognize where they are, help them cross the bridge, and ultimately get the final commitment.

Where they are in relation to the bridge determines how you should handle the call. Here are some signals and courses of action.

When theyre close to the bridge:

They not only talk about a need they have, but mention doing something about it: "We have been considering making a change."

Your Action: Get them thinking more about the reasons theyre interested in doing something.

This will fire up the problem or need driving them. "What are some of the reasons causing you to consider changing?"

When theyre on the bridge:

They speak in future terms of what they will get as a result of what youre offering.

"I believe its something that all of the employees would benefit from."

Your Action: Ask more questions to strengthen their beliefs, "In what different ways do you think they would benefit?"

This way they make the journey on their own. A much stronger sale.

When theyve crossed the bridge:

Listen for indicators of mental possession, meaning theyve already begun enjoying--in their mind--the results of what you can deliver:

"I think wed bring all of our reps in town for the training."

Your Action: Solidify the details. Its here where you can assume the sale, because THEY have.

"That sounds like a good idea. Do you have a location in mind?"

Here are some other ideas to help them further visualize owning and using the results of what you sell. For example,

"... and when you use the new machine youll notice...?"

"... and who do you think youd designate as the main user?"

"... where do you think youd put it?"

You can assume the sale--if they have.

QUOTE OF THE WEEK
"Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude."
Clyde Abel

Go and have your best week ever!

Art

Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week

About the Author
Art Sobczak


arts@businessbyphone.com
http://www.businessbyphone.com