| Since I conduct sales training courses for a living I | | | | comfortable with our decision to buy just the |
| like to observe the sales techniques of | | | | basic set up package. |
| salespeople when I'm making purchases. Recently | | | | By the way it's a wonderful TV that works |
| I witnessed a popular sales closing technique that | | | | excellent with our system. |
| will kill your sales and you need to know about it. | | | | The Trust Account |
| Here's what Happened | | | | If one of my good friends or a family member |
| The other Saturday my wife Mary and I were | | | | said "just trust me" I might. Even if a salesperson |
| out shopping for a new television. We were | | | | I have done successful business with for years |
| planning on getting a 52 inch screen TV. After | | | | said "just trust me" I might. But when this almost |
| some rather extensive negotiations with several | | | | total stranger said "just trust me" it sounded as |
| managers we finally got the 65 inch TV we really | | | | appealing as fingernails being scraped down a |
| wanted at a price we were happy with. | | | | chalkboard. There was no trust there to begin |
| We were also going to need some IT people to | | | | with. |
| come out from the electronics company to set | | | | Mike helped us to go from a 52 inch TV to a 65 |
| up our new TV with our computers and "other | | | | inch TV by demonstrating a better product. And |
| stuff" (other stuff is a technical term). | | | | believe me the 65 inch was a lot more expensive. |
| The Mike our salesman strongly encouraged us to | | | | If he would have just demonstrated a better |
| go with their super deluxe IT set up package. My | | | | product in his deluxe IT package with some |
| wife is very IT savvy (unlike me) and could do | | | | specific features and benefits we would have |
| most of it herself so we were thinking of going | | | | probably bought it. |
| with their much less expensive basic setup | | | | It's Not Just About the Product |
| package. But since Mike said it was so important | | | | It does not matter if were talking about, |
| we get the deluxe package we hesitantly agreed. | | | | automotive sales training, hotel sales training, |
| As we were waiting for the paper work to be | | | | insurance sales training, mortgage sales training or |
| printed my wife decided she wanted to do most | | | | phone sales training. You sell with emotion and |
| of the set up herself. So I told Mike we decided | | | | close with logic. Mike actually demonstrated some |
| to go with the basic setup package instead. | | | | good sales skills when it came to selling us the TV. |
| Mike again strongly encouraged us to go with the | | | | He got the selling with emotion part down good. |
| more expensive deluxe set up. When I asked him | | | | Where his selling skills were lacking was in closing |
| why, he only gave me these vague emotional | | | | the sale with logic. |
| responses. Finally in an anxious tone he said, "Just | | | | Sales Coaching Tip for the Day |
| trust me." | | | | So the bottom line is stay away from the too |
| The "Just trust me" Translation | | | | common empty closes like "just trust me." |
| I was surprised by his choice of sales closing | | | | Instead, do some research on your products. |
| techniques, or maybe his lack of closing | | | | Then develop a list of strong features and |
| techniques. My instant interpretation of his "just | | | | benefits about your product. This will give you |
| trust me" close was there was only one reason I | | | | more confidence as a salesperson. This will give |
| should buy the deluxe package. That reason was | | | | your customers more confidence in their decision |
| he would make more commission. | | | | to buy your product from you. |
| That close is what made my wife and me very | | | | It now becomes a good win-win deal for all. |