Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Ya But will make you a lot of money

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.





Ya But will make you a lot of money - To learn more about this author, visit Bob Janet's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website

George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website


To learn more about the Evan Elite Author Program please contact us.

About The Author


Bob Janet
(Visit Bob's Website) ooks and CD’s at http://www.BobJanet.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 Bob Janet Bob@BobJanet.com 800-286-1203 www.BobJanet.com

Bob Janet is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Bob Janet's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Bob Janet's Complete List of Sales Articles For FREE!

More Bob Janet
Bad Business AssumptionAssuming You know The Perrception The Customer Has Of You
Opportunity Does Fall Into Your Lap
Do you have Renowned Customer Service
Do you need a 99 Chicken Sandwich
When will the customer buy
The Answer is always NO until you ask for the Sale
Youre Not Lost Until You Are Out Of Gas
Double Your Sales
The secret to lowering you marketing cost
Dont Make The Cutback Mistake
Free Downloads


 
 
 


Evan Elite Authors
Dave Kurlan  
Dianne Crampton  
Casey Gollan  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
SEO Made Easy Icon SEO Made Easy
Maslow For Entrepreneurs Icon Maslow For Entrepreneurs
Powerful Living Icon Powerful Living
The Evolution Of Networking Icon The Evolution Of Networking
Make Attitude Your Ally Icon Make Attitude Your Ally
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Geek Business Blogs
Top 50 Geek Business Blogs
Top 50 Geek Business Blogs
 
Top 50 Social Media Blogs
Top 50 Social Media Blogs
Top 50 Social Media Blogs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Radiatu Alhassan Cape Coast, Ghana,
Radiatu Alhassan
Cape Coast, Ghana
SEO For Africa

If I Were A Startup...
John Zarei and Shaan Parekh , $516k to $1.5 Mil in 2 years
John Zarei and Shaan Parekh
$516k to $1.5 Mil in 2 years
Razor Suleman, $143k to $5.4 Mil in 5 years
Razor Suleman
$143k to $5.4 Mil in 5 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Akio Morita, Sony
Ray Kroc, McDonald's
Ray Kroc
McDonald's
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Tom Peters, In Search Of Excellence
Tom Peters
In Search Of Excellence
David Allen, Getting Things Done
David Allen
Getting Things Done
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     How to quickly and easily make more sales by using this simple tool
By Peter Geisheker
     How to Easily Increase Internet Sales
By Peter Geisheker
     How to write a killer business sales letter
By Peter Geisheker

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information