HERE’S 2.5 OUNCES OF PREVENTION (FOR NEXT TIME) 1. Qualify the decision maker as the “only” decision maker by asking a seemingly innocent question at the beginning of your presentation – “Is there anyone else you work with (confer with, bounce things off of) on decisions (situations) like this?” The object is to find out if anyone else is involved in the decision BEFORE you make your presentation.
2. Prevent the situation from occurring by saying, in your initial presentation, “If you’re interested in our _______, when we’re finished, would it be possible to meet the CEO and chat about it?”
2.5 The most powerful qualifying question you can ask is, “How will this decision be made?” Your prospect will give you an answer, and you will follow up with the question, “Then what?” And your prospect will begin to give you the saga about how the decision is really made. You ask, “Then what?” four or five times and PRESTO!, you’ll have the name of the real decision maker.
The number of sales you make will be in direct propor- tion to the number of actual decision makers you meet. The problem with most salespeople (not you, of course) is that they are sitting in front of someone who has to ask their mommy or daddy whether they can buy. Real salespeople sit in front of real decision makers. How real are you?
FREE GITBIT Want to learn a few reasons why people don’t decide? Knowing this will give you a bit better insight to their (and
SELLING TIP A Formula for Creating Satisfied Customers
Every satisfied customer is satisfied with two things: your product and you. Your product alone cannot pres- ent itself, adapt itself, and repair itself. Your job is to help create satisfaction in customers with three things: 1. Enthusiasm. Your enthusiasm for your product reflects on the merit of the product. If you are not excited about your product, how can your custom- er be? The more you believe in your product, the more your customer will.
2. Ideas. Even though the popular demo disk may seem to render the presentation of the computer software salesperson obsolete, this is not so. Only you as a salesperson can show how your product can adapt to the needs of your customer.
3. Service. Service does not begin when the product breaks down. Too many times the only opportunity a customer gets to appreciate a company’s service is when their product needs repair. Your service should be indispensable to your customer from the moment he or she buys. Be a consultant for your product. Emphasize that your customer can call you at any time, with any questions – not only if the product needs repair.
By being enthusiastic about your product, offering innovative ideas, and providing excellent service, you have done your part as a salesperson to sell yourself as well as your product and create a satisfied customer.
– JOHN R. GRAHAM SELLING POWER AUGUST 2015 | 17 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
your) decision making process. Go to
www.gitomer.com and enter DECIDE in the GitBit box.
Jeffrey Gitomer is the author of twelve best-selling books, including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of Yes! Attitude, and 21.5 Unbreakable Laws of Selling. His real-world ideas and content are also available as online courses at
www.GitomerVT.com. For information about training and seminars, visit
www.Gitomer.com or
www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at
salesman@gitomer.com.
VIDEO: INNOVATIVE VOICE MAILS – HOW TO GET A TON MORE CALLS RETURNED – WITH JEFFREY GITOMER
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