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

---

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Creating Your Perfect Pitch!

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

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Store Owners - Five Ideas to Increase Sales

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

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Whats So Special About You? Defining Your USP

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

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More