PB&J

Doesn't this just take it back to simpler time? When you were a kid and mamma' made THE BEST PB&J sandwiches. I can hear the playground swings whistling, and smell the fresh cut grass on a spring day. Can't you just taste the salty, sweet awesomeness. It has been a long road from the simple days to now as you sit in your office wondering why that client just wont commit to a contract. After all, he needs your service or product but can't see the forest for the trees. But maybe it's not the client. Maybe it is you! Maybe its because you just haven't nudged him enough and asked the hard question. I have discovered three reasons why people won't pull the trigger, but we have to be willing to ask the tough questions. Are you ready to make your closes as easy as PB&J?

At the end of the deal, after you have taken care of all of the qualifiers and have "sold" the client on the product or service here is what you get. "I just don't know, I'll have to think about this" or "I'll have to talk to my boss about it" or "I don't make decisions on the first day, I'll get back to you". I HATE THESE STALL TACTICS! but we ALL do it! You go into a store and you are looking for a specific type of TV, a sales associate comes up to you and ask if they can help you. Your NATURAL response is "No, I'm just looking". NO YOU'RE NOT! YOU'RE LOOKING FOR A TV AND YOU NEED HELP! It's a natural fight or flight response that we have been programmed to use. So don't let the stall tactics kill your deal. When they pull out these natural tactics, you need to pull out your PB&J. Here it is.

Say something to this nature:

"Hey I completely understand your concern and I have found that most of the time there are really 3 reasons why a person wouldn't commit to this today. It's either the PRICE, you don't BELIEVE that me or my product can do what it says it can do, or you are JUST not the decision maker. Out of those three which one are you?"

Boom! you have now successfully opened the door back up to close this deal. So lets break this down and find out how you can close this now that you have asked the tough questions.

PRICE: At this point hopefully you have shown him the value of your product or service and what it is going to do for this client. Remind them of the problem that they are facing and the solution you provide. Once you have re established the sale go in for the close.

" So Mr. client, would you agree that by not choosing this marketing package you will lose so much more money in lost revenue than the amount you are committing to today? Sign here and let me get to work for you today"

BELIEF: We live in a very consumer smart society. Consumers are shopping for your product or service online before they even talk to you. This is a good and a bad thing because they are seeing google reviews, and hearing all the promises that every other competitor is throwing at them. This is where you have to be creative.

"I understand your concern. I have many clients that were skeptical at first but let me show you some testimonials to reassure you that you are getting a GREAT deal and you will increase your sales by choosing my firm"

JUST no the decision maker: This one is tough because you are in some ways insulting the person in front of you, but lets all be honest with ourselves as husbands most of our wives have to be in on the decision making. And if you have a boss, maybe you have some power but the Boss has the final say.

"So tell me Mr Client, is the reason we're not getting this done today because you are not the decision maker?"

If they say yes they are the decision maker then we know that its price of belief. If they say you're right, I need to get my boss' approval or their spouse, then see if you can get them on the phone right then. If you can't get them on the phone KEEP the quote in your possession and reschedule an appointment with the decision maker. Even if that means you have to go to them. Keep in mind that even if that person is not the "decision maker" he/she has influence on the decision maker. This was not lost time it is just going to take a persistence in the follow up.

Now, these are just questions to keep the ball rolling in your favor. You have to eliminate the obstacle. Which of the three stalls is holding the sale back? figure it out and nudge the buyer over the edge. I spent 8 years in sales before I conjured up the courage to ask the tough questions. It was a sales manager by the name of Frank Dozier that finally helped me get out of my shell. Everyday he would remind me to not be afraid to ask the hard questions. After all you don't have a sell until the paper is signed and the money is in the bank so go after your money!

If you have any comments please share them and if you have more ideas for how to help close those deals please comment below. Thank you for taking the time to read my musing for the week.