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!

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm.

Vi rden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

---

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More