Get Prospects to Make Decisions
Get Prospects to Make Decisions
I said, "Sure, what is it?"
"He said, "Would you please help me bring my robot (you know that big Sharper Image robot named Wally Robotics) downstairs?"
Not to long ago he would have demanded I bring it down for him. More recently he would have asked me to bring it down for him and I would have told him to get it himself. But when he asked so sweetly and gave me permission to say 'no' I just couldn't resist. It was absolutely, without exception, the first time I wanted to say 'yes' to something I would normally say 'no' to.
Do you give your prospects permission to say 'no'? You should. It makes it so much easier to close them. If you do give them this leeway, how and when you do so is crucial. For instance, if you call a prospect by phone and they sound rushed, it's helpful if you simply ask, "Is this a bad time?" You'll be amazed at how much more effective it is than pushing through the call with a resistant prospect. If they say they need to go into a meeting and you simply ask, "Would you like me to call back?" you'll discover the same kind of response.
But that's on the phone, trying to get to first base. What about when you're trying to score? Assuming that you're using my Inoffensive Close, if a prospect isn't able to say 'yes' simply tell them that "It's OK if you want to say 'no'..." Most prospects can't.
Get Prospects to Make Decisions - To learn more about this author, visit Dave Kurlan's Website.
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Our five year-old son, often the subject of my Sales Management Blog, gave me some more material yesterday. He said, "Daddy, I need to ask you something and if you want to say no you can, I don't care, but I would really like you to help me."
I said, "Sure, what is it?"
"He said, "Would you please help me bring my robot (you know that big Sharper Image robot named Wally Robotics) downstairs?"
Not to long ago he would have demanded I bring it down for him. More recently he would have asked me to bring it down for him and I would have told him to get it himself. But when he asked so sweetly and gave me permission to say 'no' I just couldn't resist. It was absolutely, without exception, the first time I wanted to say 'yes' to something I would normally say 'no' to.
Do you give your prospects permission to say 'no'? You should. It makes it so much easier to close them. If you do give them this leeway, how and when you do so is crucial. For instance, if you call a prospect by phone and they sound rushed, it's helpful if you simply ask, "Is this a bad time?" You'll be amazed at how much more effective it is than pushing through the call with a resistant prospect. If they say they need to go into a meeting and you simply ask, "Would you like me to call back?" you'll discover the same kind of response.
But that's on the phone, trying to get to first base. What about when you're trying to score? Assuming that you're using my Inoffensive Close, if a prospect isn't able to say 'yes' simply tell them that "It's OK if you want to say 'no'..." Most prospects can't.
Get Prospects to Make Decisions - To learn more about this author, visit Dave Kurlan'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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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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