When life gives you Lemons...make lemonade.....When The Customer Gives You Apples??

by helisell 1 replies
So you're getting near the end of the sale.....and you assume or actually say some words like....

'Based on what we've discussed here Mr Customer can I assume that you'd like to go ahead....?' [buy/get started/or whatever version you use] and the customer......

DRUMROLL

.....says something other than yes.

They may say one or more of many things [I wanna think about it, not ready, blah blah blah]

Do not make the mistake of trying handle this [thing they said] because it is most likely not true [well not the REAL truth]

You see, at the point of you trying to close, and the customer not being totally convinced, they will come out with almost anything...other than the real reason.

So many sales people start handling whatever it was the customer said.....and it turns out [not that the salesperson will ever know] that the customer is not telling you the real reason for not going ahead.

So....what are you going to say to them?
You have practised handling their objections beforehand...haven't you?

NO? REALLY? So you're not a pro then?

Imagine a brain surgeon not practising what to do in the event of a major bleed during surgery.

Look at the image below: It will help you understand. The apple analogy prompts you to take a bite out of the apple [supposed objection] in order to reveal the core [the real objection]...

There are various techniques...like....taking several nibbles of the Apple...or [my preferred method] just take one REALLY BIG bite...by using the correct words.

#offline marketing #apples #customer #lemonadewhen #lemonsmake #life
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  • Profile picture of the author Ron Lafuddy
    Originally Posted by helisell View Post

    So you're getting near the end of the sale.....and you assume or actually say some words like....

    'Based on what we've discussed here Mr Customer can I assume that you'd like to go ahead....?' [buy/get started/or whatever version you use] and the customer......

    DRUMROLL

    .....says something other than yes.

    They may say one or more of many things [I wanna think about it, not ready, blah blah blah]

    Do not make the mistake of trying handle this [thing they said] because it is most likely not true [well not the REAL truth]

    You see, at the point of you trying to close, and the customer not being totally convinced, they will come out with almost anything...other than the real reason.

    So many sales people start handling whatever it was the customer said.....and it turns out [not that the salesperson will ever know] that the customer is not telling you the real reason for not going ahead.

    So....what are you going to say to them?
    You have practised handling their objections beforehand...haven't you?

    NO? REALLY? So you're not a pro then?

    Imagine a brain surgeon not practising what to do in the event of a major bleed during surgery.

    Look at the image below: It will help you understand. The apple analogy prompts you to take a bite out of the apple [supposed objection] in order to reveal the core [the real objection]...

    There are various techniques...like....taking several nibbles of the Apple...or [my preferred method] just take one REALLY BIG bite...by using the correct words.

    And what if they are telling you the truth? That old adage "all buyers are liars", never sat well with me, when I first heard it some 40 years ago. Can't believe anyone is still thinking that way today.

    I don't like to consider my loyal customers to be "liars" and wouldn't encourage others to do it, either.

    And, to be honest, if you are running into objections like that when you get to the close, you messed up somewhere in your sales process. It's your fault, not theirs.

    Ron
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