For years, I sold vacuum cleaners door to door. I pitched, and answered objections (until one of us simply gave up) and then closed. I would work with other salespeople that were amazingly successful. I'd just work with them a day, and they would work with me. We would usually both learn a thing or two.
And I love watching sales being made.
Anyway, this acquaintance of mine sold encyclopedias (remember those?)
He was a con man. One day he said to me "Claude. The difference between us, is that you are selling. You're a salesman. I'm a con man. You try to show benefits, answer objections, and close. I just tell a story. If they believe me, they buy. If they don't believe me, they don't.
Much of what he taught me was...well...evil. But you can learn from evil people, as long as you sort and sift through their evil coal...and find some diamonds.
He taught me the one answer to every objection. And it's a whopper.
Here it is. "I can't afford it", "I have to think about it", We don't buy the same day"..whatever the objection is.....
"John, If there is any reason you would hesitate, you shouldn't do this. And maybe this isn't for you. In my business, I only want happy clients. I only want to work with people that are sure that this is for them....the client who just wants to take action and get the results we talked about. My question is, is that you?"
That was the only answer he ever gave, to any objection to buying now.
And I've used it for years. And for me, about 40% say "Yes" and 60% say "No". And the 60% that say "No" would never have said "Yes".
But you have to understand, that I only use it when I get an objection...and I usually don't. So it's 40% of the prospects that gave an objection....
Not 40% of the people I've seen.
It saves me an hour of answering objection after objection...And I can go home.
Do you know why this works so well? Because if there is any glimmer of a desire to buy, it fans that flame by sounding like I'm selective...and taking the offer away. It they aren't interested, they usually say (after I've used this) "Well, right now....", and I know that it's not going to happen.
When I'm giving this little dialog, I lean in a little. I may lower my voice slightly. When I say " I only want to work with people that are sure that this is for them.", I'm talking slightly slower than normal. I say "Sure" like it's important.
Some of selling is theater.
I hope someone finds this useful.