TIPS READER TIP A Treat in Store


Dropping off breakfast (doughnuts, bagels, etc.) to a valued customer is a common way to say, “Thank you for your business.” While it is a nice gesture, though, virtually every vendor does this – with the result being that it fails to make you stand out from the crowd. That’s why I looked for a creative way to thank my customers and make a unique impression at the same time.


During the hot summer months – when the day tends to drag – I drop by my valued customers with a Styrofoam cooler filled with assorted ice- cream bars. The cost of the cooler, ice, and treats is relatively low, and it provides my customer with a well-deserved break. More importantly, it makes me the vendor who stands out from the rest. – PATRICK COLLINS


THE ULTIMATE SALES LIBRARY ‘‘


People don’t notice whether it’s winter or summer when they’re happy. ANTON CHEKHOV


SELLING TIP


Create Objections and Close


A NEW GUIDE FOR SELLING VALUE ‘‘


Management is doing things right; leadership is doing the right things. PETER DRUCKER


One way to prevent a pros- pect’s objections is to create your own. If you introduce ridiculous terms of the sale – terms you can easily eliminate – you often can get the client to agree on a purchase. Let’s see how it works. Ridiculous terms can be any- thing from a crazy time sched- ule (“If I put in your application today, I can get it approved in three or four months.”) to outlandish demands (“It’s company policy for me to get 20 referrals from each of our clients”). Naturally, the client will object. Now, you can say, “You mean I don’t get your order unless I can have your applica- tion approved immediately?” or, “Are you saying I won’t get your account unless I agree to accept only three names?” (or however many he indignantly tells you he can provide). In essence, the client has said that, if you agree to his (much more reasonable) terms, he’ll buy. So, go ahead: agree to be reasonable...and close. Rather than wait for the client to come up with an objection you can’t eliminate, hand him one you can.


– SELLING POWER EDITORS SELLING POWER APRIL 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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