I really love Zig Ziglar! Listening to him gives me so many ideas, and he is so inspirational. This weeks blog is credited directly to him! This in itself is a tip, although we are sales professionals, we aren’t expected to know all the answers – but we are expected to know where to find them!
That brings me to this weeks topic. Finding the questions that will get your customer to say yes.. First of all, you must understand one very important thing. You will NEVER get someone to change their mind. No matter what, getting someone to change their mind is not something you will be successful at. You CAN get them to say yes, but you have to do one thing first, give them a new decision to make!
I wrote a blog a few weeks ago, that gave a listing of all the best closes to use in a selling situation. This was one of my most popular postings ever, with over 1,500 people reading it and reviewing these famous and often practiced closes. What that list didn’t tell us, is what do you do if the customer says no? You’ve laid out your case, you have given them what you thought they wanted, negotiated and presented a fair price, and they still said no … wow, you are dumbfounded, and a little shell shocked, but the best sales person in the world won’t get a prospect to change his mind.
In a business to business sale, you must be able to present something different, or add a fact or two so the client can save face and take this new information into account before they make this decision. People don’t like to be informed that they were wrong, or made an error in their decision making, so this tip can help them save some face.
The additional information or fact could be a more thorough explanation of the warranty, or additional features and benefits that weren’t covered in the presentation. It could be a testimonial from another client or referral that your customer respects. It’s additional information, not changing the offer, but more facts that will get people to accept they have a new decision to make.
So, when you are presented with a prospect that won’t change his mind, then remember your task is to give him a new decision to make!
Good Luck and Good Selling … If you are having any issues with these types of selling situations, remember Pinnacle Sales is there to help you along.