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.
Ya But will make you a lot of money - To learn more about this author, visit Bob Janet's Website.
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Bob Janet
(Visit Bob's Website)
ooks and CD’s at www.Bob
Janet.comBob Janet uses 40 plus years
of face-to-face selling and marketing
experiences as owner / operator of
wholesale, retail, manufacturing and
service businesses, combined with his
unique content loaded, fun-entertaining
audience involved keynotes and seminars to
help owners, sales professionals and sales
support staff increase sales and profits
by gaining and retaining their most
profitable customers.
When everyone else tells you what to do to
increase your sales and profits...Bob
Janet shows you how!!
See all Bob's sales growth programs and
top selling sales / marketing
books and CD's www.BobJanet.com<
/a>
Bob Janet
Bob@BobJane
t.com
800-286-1203
www.BobJanet.com<
/a>
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