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

---

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Looong and Boooring Sales Letters

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

Needs Based Selling

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

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

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

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Peddlers, Hucksters, & Empty Suits

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

Solution-Sell is a Myth!

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

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Female Mannequins: An Overview

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

Handshake Intimidation

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

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Leads, Prospects, and the Huge Gap Between

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

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More