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Ya But will make you a lot of money

Written by: Bob Janet

Article Overview: Every sales person hears it all the time.  Your price is higher than (so and so’s)  I did not think it would cost that much.  I like it but I do not think it is worth that much. And when sales people hear anything negative about their price they either lower the price (which of course is the worst thing in the world they can do) or they lose the sale. You do not have to. All you need to do is use the "Ya But" close.

Ya But will make you a lot of money

Sales professionals welcome the price objection. They welcome the price objection because they know how to use it as a close. The “Ya But” technique is not a new closing technique. Sales Professionals have been using it for years. After a presentation to the Charlotte NC. Queen City Optimist Club, Gene Goldberg, a very successful retired insurance sales professional said, “Bob I want to tell you the one thing that made more sales for me than anything else.” Of course my ears perked up as he told me the way he, for years, used the “Ya But” close.

When Gene’s customer would say, “Your price is higher than another company I am looking at.” Gene knew he had the sale. He immediately said. “Ya But, do they include
(he would then give the customer a list of benefits they were not receiving from the competition.

I personally like to include choice questions in my “Ya But” closes.
For example. When I here, “I like your program, but you are higher in cost than ABC Co.”
My reply is, “Ya But which would you rather have? A presentation from a consultant that comes in and presents for a morning and leaves you with only a book or manual and within a few days all you heard fades? Or my customized program which includes a full morning of sales growth skills and techniques and a 6 month follow up program including daily email and fax reviews, telephone coaching and consulting and a total review at the end of the program.”

Of course your “Ya But choice close does not have to be that long.
Other examples of my “Ya But” choice closes:
 “Ya But, Which would be better for your sales professionals, a canned presentation or my customized for your business program?”
 “Ya But, Which would help your sales grow faster, ………………….

If you do not like the term “Ya But” use.
 “I understand, But”.
 “I see, But”.
 I understand how you feel, But”,
 I understand how you feel and yes it is a lot of money, But”.
 “I understand how you feel, it is a lot of money, That is the same way all these business owners thought (people, customers) (as I am s showing them 20 testimonials), until they began increasing their sales 20% to 70%”

The language you use is not as important as the technique of agreeing, empathizing with your objecting customer and showing them the benefits you offer the competition does not.

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Article Tags: abc co, business program, charlotte nc, choice questions, ears, email, fades, fax reviews, few days, gene goldberg, insurance, insurance sales, money, objection, one thing, optimist club, queen city, reply, sales professionals, ya



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