| When you get down to "asking for the sale" do | | | | you could bring to them, and you could even do it |
| you hear sales objections: | | | | easier than they've ever done it before . . . but |
| - Let me think about it. | | | | they said "No, I don't want to grow my business." |
| - That's too expensive. | | | | It's time to ask them some questions about their |
| - I don't have the money right now, maybe later. | | | | beliefs rather than stand there with your mouth |
| - I don't want to grow my business (when you | | | | hanging open saying . . . "but . . . but . . . but " and |
| just gave the prospect your best pitch on | | | | you can't think of anything else other than "you're |
| growing a business). | | | | so stupid" but you can't bring yourself to say that. |
| - And any number of other possible sales | | | | So, either you keep standing there dribbling "buts" |
| objections. | | | | out over and over, or you start arguing with |
| What do you do next? | | | | them. Which pretty quickly gets them upset with |
| Do you | | | | you and they show you the door. |
| - "Justify" yourself | | | | A good way of dealing with this is to complement |
| - Prove why they are wrong and your were right | | | | them on where they are and then ask them |
| - Argue, or at least find it seeming like an | | | | about their belief. |
| argument after just a few words. | | | | "Wow, Mr. Prospect, do you have more business |
| - Just allow the prospect to walk off thinking | | | | than you can handle? I'd love to hear more about |
| what he's thinking without any kind of rebuttal? | | | | your business and how you've reached that kind |
| None of those options have been working for you | | | | of level." |
| so far, right? | | | | "What kinds of issues do you have from reaching |
| So what should you be doing? | | | | such a level of success?" |
| Let's get to the heart of the matter. It sounds | | | | Frequently when someone says they "don't want |
| like you have been trying to deal with "the | | | | more business" it isn't because they are |
| obvious," what they are saying, rather than | | | | "successful" per se, it's because they are working |
| dealing with the real issue behind what is said, | | | | many long hours and see "growth" as just more |
| something they believe about the current | | | | business that they can't handle. It's their belief that |
| situation. | | | | growth means more work, more hours. |
| Your prospect's response represents something | | | | What would happen if, after finding that belief, |
| deeper. His belief about something you've said, or | | | | you next questions would be: "Mr. Prospect, if I |
| his belief about how he believes business should | | | | could show you a way of getting more business, |
| be run. Those beliefs were not in tune with what | | | | while working fewer hours would that be of any |
| he heard from you. Therefore, he's delaying, or | | | | interest to you? One of our clients tripled his |
| telling you the surface reasons not the underlying | | | | business while reducing his hours from over 12 to |
| beliefs. | | | | less than 8, and now he's going home early smiling |
| Looking at how people actually react. | | | | and playing with his kids while the money flows . . |
| It's "beliefs and values" at the heart of the | | | | . from $3M to $10M in a few weeks. Would that |
| matter. | | | | interest you if you could do that?" |
| Beliefs/values -> Attitude (habit of thought) | | | | In some cases, they may actually be satisfied |
| -> Action/behavior -> Results | | | | where they are. So, again, dig for "the belief." |
| A belief/value leads to what people habitual think, | | | | They may believe that they don't need anything |
| attitudes are habits of thought. The habit of | | | | else. Ask them about their satisfaction level. |
| thought eventually leads to how they behave or | | | | "I'm glad that it's working for you so well. I'd love |
| act. And the action leads to some form of result, | | | | to hear what is working so well, and what you |
| or no result, or some level in between. And, I'm | | | | get to do because of that level of success." After |
| sure you've heard the phase "you just can't keep | | | | listening, be sure to ask if there is anything else |
| doing what you've always been doing and | | | | that he'd like to have that he hasn't been able to |
| expecting different results." So, as long as they | | | | do so far. It could be something more he'd like to |
| believe what they believe, they'll have certain | | | | do. It could be more time to spend with the |
| attitudes, the same actions, and the same results, | | | | family while maintaining the same revenue level. |
| nothing will change. They'll always keep getting the | | | | Do you notice that in every one of these |
| same result, and so will you with your sales | | | | instances I didn't argue with them about their |
| objections. | | | | belief? My job was to help them get what they |
| Ask what they believe or what they REALLY | | | | want. I just had to dig deeper for what they |
| want | | | | really wanted, and then show them that I'm not |
| What that says is, we should start asking them | | | | fighting their belief, I'm finding opportunities to help |
| what they believe about the objection they made, | | | | them. |
| and help them discover ways to change that | | | | Your job is always to help your prospects reach |
| belief. If you've been dealing with the statement | | | | new levels. And, their current beliefs are holding |
| or the action directly it isn't going to change . . . | | | | them where they are. You just can't keep doing |
| because they believe something else than you do. | | | | the same things and expecting different results. |
| Find out what that belief is, and help them look | | | | So, find out what they believe that is causing |
| into what could happen if they were shown a | | | | them to do the same things that is getting them |
| different way. | | | | the current results, and what other opportunities |
| Here's an example: | | | | there might be to go above where they are IF |
| When you have just given them one of your | | | | they believed that another level is really |
| most brilliant sales presentations on growing a | | | | achievable. |
| business fast, you are absolutely sure that no one | | | | So, when you experience a sales objection, |
| could possibly pass that up. And, they respond, | | | | always ask them what they believe now about it. |
| "but I don't want to grow my business." You | | | | And, would they be interested in something new |
| were standing there so dumfounded, because you | | | | if you could show them that they could indeed |
| couldn't believe that anyone wouldn't want to | | | | get there. |
| grow their business, to have all of that money | | | | |