Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

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?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

The Biggest Mistake In Selling!



The Biggest Mistake In Selling!
   

Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker’s stall is not always a put off and they just need to think a bit more about their decision, or that they have to sell the idea to someone else. Therefore, many sales and service industry professionals accept the stall, “I’ve got to think about it.” at face value, believing that a buyer truly has an interest in what they are selling and just needs more time to think about the benefits of the offer. However, in their hearts many sales professionals know better, but hope usually wins out in the end and they accept the stalling tactic of a prospect as truth and continue to work with them for many weeks or months in the delusion that something positive will come from their persistence.

As many seasoned sales professionals know, 90 to 95 percent of the time when you hear a decision-maker say, ‘’I’ve got to think it over,” it’s not a stalling tactic at all, but simply a polite way of telling you “no.” To reduce the number of polite “turn downs,” as you close your presentations; from this point forward, make certain that you give the decision-maker permission to tell you “no.” This technique will reduce tension in the transaction and encourage candor as you search to find the reason a buyer initially decided to meet with you. (Logic suggests that if you are able to discuss your product or service at any length, there is a good possibility that your prospect has a need.) To give permission to a decision-maker to tell you “no,” just say something like this:

“John, if what I propose today will not work for you or your company (firm), please tell me, so that we don’t drag this transaction out over an additional meeting or two. I don t want you to tell me ‘no,’ but I also don’t want to keep bugging you, if what I’ve shown you will not work for you or your organization.”

By giving your prospect permission to tell you “no,” you take most of the tension and pressure out of your closing, creating a climate where candor and openness prevail. This climate will help you to discover the true feelings of your prospect about your products or services as you probe to find a prospect’s needs.

Whenever you hear the words, “I’ve got to think it over,” you are receiving an objection. Stalls like this and objections need to be isolated in a sales transaction to make certain that you have covered each of the issues or concerns of your prospect, customer or client. For most objections you can just ask, “If it weren’t for this issue or problem, is there anything else keeping you from purchasing today?” However, to isolate the objection, “I’ve got to think more about this.” just ask the following questions to help put the “I’ve got to think it over.” stall into some perspective:

1. Are you still having problems with our pricing?

2. Do you have a problem with the integrity of the company (firm)?

3. Have I said or done anything to keep you from purchasing today?

After asking these three questions, just wait until the decision-maker tells you why he can’t purchase or won’t sign with you. By asking the questions listed here, in most transactions you’ll learn exactly where you stand to know if you truly are working with the decision-maker and there is an interest in completing the transaction. For a proven system that eliminates most stalls, check out my selling skills manual at:
http://www.thesellingedge.com/manual1.htm
or the sales tools at:
http://www.thesellingedge.com/tools.htm

Here's wishing you every success in your sales activities!

The Biggest Mistake In Selling! - To learn more about this author, visit Virden Thornton's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Take the Hit
  Take the responsibility. Take the hit. If you do that, you will have no need to blame others or continually find fault with them.
Press Releases - The Two Most Common Mistakes
  According to journalists there are two really common mistakes made by "non" PR folks when sending a Press Release.
Rule 21 Listen to the Market
  This is Rule #21 in a series of articles on "21 ways to Increase the Power and Profit of Your Advertising Without Spending an Extra Cent," by Brad Sugars.
Mistakes That Can Flat Line Your Small Business Sales
  People are talking about a recession and that means fear is in the air. Well, if you want your small or solo business or practice to flourish anyway, make sure you’re not making any of these common mistakes.
Ten Major Mistakes To Avoid In Your Web Site Design
  Business web sites are very effective business tools if they are planned and designed carefully and strategically. Too many times business owners become fascinated with all the “technological gimmicks” and forget a...

Related Forum Posts Related Forum Posts
Blog pinging Blog pinging
Business magazines Business magazines
Secrets of Self-Made Millionaires Secrets of Self-Made Millionaires
Online Sales-Keep it Simple! Online Sales-Keep it Simple!
Website suggestions Website suggestions
Prime Means of Selling Prime Means of Selling
How to be green? How to be green?
Cost vs Benefit Cost vs Benefit

 
About the Author


Virden Thornton
(Visit Virden's Website)
VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to www.TheSellingEdge.com/book1.htm Note: You can contact Virden at vi rden@TheSellingEdge.com. You can also see an expanded biography at: www.TheSellingEdge.com/bio.htm
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Virden Thornton's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Virden Thornton's Complete List of Sales Articles For FREE!

More Virden Thornton
Attitude n
Impressions Vital To Sales Success
Impress People With Your Message
The Multiplying Factor In Sales Success
Being Politically Correct Can Cost You Sales
Opportunity
Converting Sales Training Into Sales Success
How To Dramatically Improve Sales Closing Ratios
The Employment Tests Myth
Documenting A Bad Experience Can Cost You Sales
Become An Author