Ya But will make you a lot of money
Ya But will make you a lot of money
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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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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Kim CastleWith 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 |
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George LudwigGeorge 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 |
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