Ninety-seven percent of people that are in sales and marketing simply do not listen to their buyer. They think they know everything about what the buyer wants. If they would simply listen to the buyer instead of talking, then they would really know what the buyer wanted and understand how they could close the sale for their product/service. Before I speak at an event, I will ask the promoter, “What do you believe the attendees need to hear to change their lives?” At that point, I shut-up and listen. By actively listening to the wants and needs of the attendees, my sales increase and I build relationships.
These are two powerful words: Shut-up and listen. After you ask your open-ended, positive closing questions, you have to be silent. The cool thing is that if you rearrange the letters in the word “silent”, you will get “listen.” Further proving that the two go hand-in-hand. When you are actively listening, you are focused. You are not distracted or multi-tasking while your potential client is speaking. Multi-tasking equals multi-failing in this situation so don’t do it. You have to respect the client’s words and listen to what they really want in order to successfully close the sale and open a relationship.
Champion Tip: Shut-up and listen to really hear the needs of your client and close the sale.
sleep self help
self help weight loss
Wednesday, May 12, 2010
You’re Right About That
When the realtor that showed me the home that Christie and I currently live in asked me, “So, what do you like best about the house?” I actually said, “I absolutely love the view. I am so close to the course that I can actually chat with the golfers.” We wanted a view where we could see the sunset. That was really important to us. I also liked the pool, but the view was the selling point. However, there were other things in the home that we didn’t like, and we knew that we were going to have to remodel the majority of the house.
In my situation, I negotiated a great price with the realtor due to the fact that we did like something really great about house. But let me show you how the “You’re right about that” strategy would have worked for the realtor. After I told the realtor my thoughts about the view, he should have said:
“John and Christie, you’re absolutely right about that. That is a gorgeous view and the sunsets are absolutely spectacular.”
Why would it benefit the realtor to make that statement during the sales process? He would have enhanced the one very thing that we absolutely loved about the house. Let me give you another example. You are in car sales and your buyer just drove the new BMW 5 series. You can tell that she absolutely loves the car, but has some price objections. After the test drive, you ask her “What do you like best about the car?” She says something like “I love the way that it drives.” Your response begins with “You’re right about that.” Then you expound upon the unique driving style of the car and what she really likes best about it.
You see, we are moving through the successful sales process:
• Opening
• Presentation
• Asking, “What do you like best about it?”
• Listening to their answer
• Agreeing with the buyer with “You’re right about that”
• Focusing on the strengths of the product, service, business, etc.
• Closing the sale with the paperwork that you have already prepared
• Ultimately, creating a long-term relationship
Champion Tip: Use “You’re right about that” enhance what the buyer really likes about the product.
personal development cds
self help relaxation
In my situation, I negotiated a great price with the realtor due to the fact that we did like something really great about house. But let me show you how the “You’re right about that” strategy would have worked for the realtor. After I told the realtor my thoughts about the view, he should have said:
“John and Christie, you’re absolutely right about that. That is a gorgeous view and the sunsets are absolutely spectacular.”
Why would it benefit the realtor to make that statement during the sales process? He would have enhanced the one very thing that we absolutely loved about the house. Let me give you another example. You are in car sales and your buyer just drove the new BMW 5 series. You can tell that she absolutely loves the car, but has some price objections. After the test drive, you ask her “What do you like best about the car?” She says something like “I love the way that it drives.” Your response begins with “You’re right about that.” Then you expound upon the unique driving style of the car and what she really likes best about it.
You see, we are moving through the successful sales process:
• Opening
• Presentation
• Asking, “What do you like best about it?”
• Listening to their answer
• Agreeing with the buyer with “You’re right about that”
• Focusing on the strengths of the product, service, business, etc.
• Closing the sale with the paperwork that you have already prepared
• Ultimately, creating a long-term relationship
Champion Tip: Use “You’re right about that” enhance what the buyer really likes about the product.
personal development cds
self help relaxation
The Opening Million Dollar Question
I’ve already shared a little bit of this strategy with you, and many of you have seen me teach this live at boot camps. It is so crucial. Close your sales presentation with an open ended, positive question. Let me break that down for you before I get to the million dollar question.
Open-ended means that you are stating a question in a way that it is going to encourage a full answer. You aren’t going to allow your potential customer to get away with saying something like no, yes, uh-huh or any other answer that doesn’t give the opportunity to know exactly what they are thinking about your product, service, business, etc. This type of question also clearly lets the business prospect know that you are finished with your presentation, and it’s their turn to ask questions or voice concerns.
Let me give you a few examples for those of you that sell real estate: “John and Christie, what did you like best about the home?”
Do you see how that question empowers the buyer to not only answer the question fully, but also to focus on the positive things that they like about the house first? What you are doing is you are extracting, developing, and building from them a positive response. What if you would have said this instead: “John and Christie, what did you think about the home?”
That’s a horrible question! Why? Because most people “think” negative. You never want to ask anyone what they “think” about your product, service, business or whatever your selling. Those are weak words and don’t empower the buyer to do anything other than to complain.
After you ask the open-ended, positive question, you just listen to their response and then build off of that response to handle their questions and concerns. I already let the cat out of the bag in which it is likely obvious to you that the real million dollar closing question is “What did you like best about it?” You will just replace the “it” with whatever you are selling.
The next few strategies are short and sweet and tie together so make sure that you are taking notes and not skipping ahead on the reading.
Champion Tip: Always use open-ended positive questions at the end of your presentation to empower your buyer to answer the question fully and in a positive manner.
self confidence help
self help confidence
Open-ended means that you are stating a question in a way that it is going to encourage a full answer. You aren’t going to allow your potential customer to get away with saying something like no, yes, uh-huh or any other answer that doesn’t give the opportunity to know exactly what they are thinking about your product, service, business, etc. This type of question also clearly lets the business prospect know that you are finished with your presentation, and it’s their turn to ask questions or voice concerns.
Let me give you a few examples for those of you that sell real estate: “John and Christie, what did you like best about the home?”
Do you see how that question empowers the buyer to not only answer the question fully, but also to focus on the positive things that they like about the house first? What you are doing is you are extracting, developing, and building from them a positive response. What if you would have said this instead: “John and Christie, what did you think about the home?”
That’s a horrible question! Why? Because most people “think” negative. You never want to ask anyone what they “think” about your product, service, business or whatever your selling. Those are weak words and don’t empower the buyer to do anything other than to complain.
After you ask the open-ended, positive question, you just listen to their response and then build off of that response to handle their questions and concerns. I already let the cat out of the bag in which it is likely obvious to you that the real million dollar closing question is “What did you like best about it?” You will just replace the “it” with whatever you are selling.
The next few strategies are short and sweet and tie together so make sure that you are taking notes and not skipping ahead on the reading.
Champion Tip: Always use open-ended positive questions at the end of your presentation to empower your buyer to answer the question fully and in a positive manner.
self confidence help
self help confidence
Subscribe to:
Posts (Atom)