As salespeople, we're competitive. We're tenacious. We're persistent. We hate to lose. So let's fight to save more sales.
We give in way too easy to the "home to sell," "can't get financing," "need to look more," "need to think it over" excuses. In most cases these are only smokescreens - and good ones at that because they usually work.
With the "take no prisoners" approach to selling, we simply refuse to accept these excuses or any other objection on its face. It may or may not have merit - we simply don't know until we dig deeper.
Let's say it's a price or home-to-sell objection, isolate it and eliminate it. Ask our customers if they would go ahead and purchase the home we're showing them that they seem to like if this was not an issue.
If the answer is "yes" then all we have to do is figure out how to make it happen. We can be creative. We can be strategic. We can be tactical. Especially if there is a sale on the line.
If the answer is anything other than a clear, concise "yes" then the excuse that they're offering is just that and not a serious buying objection. It's time to dig deeper or find another customer who is more serious.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
Hey Steve - Good advice with a lot of back to basics material, which in this market, is exactly what we need to be doing. Your last comment is right on "It's time to dig deeper or find another customer who is more serious." Even in a slow market my time is still valuable...to me!
Gail.
Thanks for responding. On the whole, we tend to work too hard on those who can't make decisions and not hard enough on those who can. Check out today's post also called "Gotta Travel On."
Steve
Yes you are so right. Sometimes you almost have to tell the client what they need to hear.
Sharon,
Thank you. It's not always what the client wants to hear, but it's what need to be said.
Steve
Thanks for taking the time to post this ... excellent information
Debbie,
Thank you for your comments. I'm glad you found it helpful. :)
Steve
Steve, I've always liked that approach. It's tough to be the bad guy sometimes, but in the long run, they'll respect you in the morning.
Hey Steve,
Right Attitude - Right Action! If folks want to get something done, we need to help they break through 'the issues/the stuff,' and be successful.
Bob,
Thank you. It's not so much being the bad guy as it is setting your posture. Why should we waste our time thinking we have something more than it really is? :)
Steve
Laurie,
Thanks for your agreement and support. We have to stop relinquishing control of our businesses to the customer. :)
Steve