When working through a sales process Ziglar teaches the age old lesson of the importance to learn as much as you can about your prospect and take action on that information. Ask questions to identify the problem and guide the prospect to a decision. Even if you know the answer, get them to admit it! It sounds less salesey once they say it. Find out their pain, and show them how your product can solve it. Simple as that.
You can get everything you want in life if you will help other people get what they want. One common rebuttal sales people hear all the time is around pricing. Once you have identified pricing as their real objection ask,
“If I could show you that the price is more than fair and the product is worth every dime we’re asking, would you go ahead and take advantage of this offer today?”
Response to an objection on price:
“Mr. Prospect, you’re going to be concerned about price one time. That’s the day you buy. You’re going to be concerned with the quality for the life of the product itself. With this in mind, let me urge you to think along these lines: Wouldn’t you agree that it’s better to pay a little more than expected, than a little less than you should?” (Wait for an answer) “If you pay more than expected, we are talking about pennies. If you pay less than you should and the product won’t do the job you expected it to do, then you will lose everything.”
Key takeaway: if you feel the sales process is something you are doing for the prospect, then you will reap the rewards because you are truly investing in benefiting the prospect.
Quote of the book: “Expect the best. Prepare for the worst. Capitalize on what comes.” Home