Can I Get You a Bottled Water?

Can I Get You a Bottled Water?

By: Peeps

I was once at my local bank and saw an advertisement on the window for a personal loan at a phenomenal rate. I was interested… but not THAT interested. It was a busy Saturday. I had to go to the bank, take my son to a doctor’s appointment, and then drop him off at a birthday party afterwards. I was NOT in a position where I wanted to “do” anything or sign papers on a loan.

I asked the bank teller, “I am not interested in doing this today, but what is the rate on the personal loan for someone with excellent credit? I’m very busy today and don’t have time. I’m just interested in an idea of what you can do…”

What I expected was a sales pitch. What I got was much different than I expected as a sales coach myself. Instead of dropping a bunch of facts about the bank and reasons to take the loan, she embraced the idea that “Simplicity is Genius.” Here’s how she reacted to the three objections I gave in less than 10 seconds:

“Sure thing, come over with me for just a second. Would you like a bottled water? Would your son like a sucker and a coloring book?”

I said to myself after reflecting on this experience… “Hmmm…there’s something to this…”

The Power of Simplicity in Sales

On cold calls especially, sometimes overcoming initial objections such as:

• “I’m not interested”
• “Can you give me an idea on the price before we move forward?”
• “Can you just email me some information?”

Many sales pros turn on the influence and persuasion heat when this happens. The problem with this? YOUR CLIENT IS NOT READY TO HEAR YOUR SALES PITCH. In fact, your client is more than likely already prepared with objections before you start talking to them. Selling to a client that is not in a state to be sold to can backfire more than help.

When you go to a restaurant and ask for an iced tea with no ice, does the server try and sell you ice? Nope! They don’t.

The Key Lesson: Get Your Prospect to Sit Down First

Remember this saying: “You will never make a sale unless you get your prospect to sit down FIRST” (metaphorically – they don’t have to literally sit ??).

Back to the bank…

I ended up sitting in that cubicle for over 20 minutes. My son was happy as a clam coloring and enjoying his sucker. If you can guess, I got the loan. I signed the papers. But, I had three objections loaded in the opening 10 seconds.

She won my business with a simple pivot away from my problem and point of contention.

“Can I get you a bottled water?”

Simple. Effective. Client service-driven.

Applying This Lesson to Your Sales Calls

How can you apply this lesson to the opening of your sales calls? Here are a few tips:

1. Acknowledge the Client’s State Understand that your client might not be ready to hear your pitch right away. Acknowledge their current state and ease them into the conversation.
2. Offer Comfort Just like the bank teller offered me a bottled water and my son a sucker, find small ways to make your client feel comfortable and valued.
3. Build Rapport First Before diving into the sales pitch, take a moment to build rapport. Ask about their day, their needs, and their concerns. This helps in creating a connection and making them more receptive.
4. Keep It Simple Don’t overwhelm your client with too much information right away. Start with the basics and gradually introduce more details as they become more comfortable.

Final Thoughts

Selling is not just about pushing a product or service; it’s about understanding and addressing the client’s needs and concerns. By focusing on simplicity and comfort, you can create a more positive and effective sales experience.

How can you apply this lesson to the opening of your sales calls? Comment below with your thoughts and experiences!

Thanks for reading!

-Peeps