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Will this work?

by misterme
8 replies
A small experiment:

I'm selling something when people call in. They don't know I'm going to pitch this. It's only $50. I tell them it's refundable. But before I even get into that, I build desire and agreement for it. They ALL say they want it.
And that's when I say here it is, it's $50 and it's refundable - and ask for a card.

Some buy. Others will use one of two excuses not to buy right at that point, after having said "yup, yup, yup, yup, I want it" all along up to then.

Their excuses are always "have to talk to my partner first" or "don't have my credit card on me."

I usually let them go because obviously they're saying "no" they don't really want it and my intention really isn't to have them change their minds. Long story short, I'm using that to weed out people.

Anyway, just for fun, I thought I'd try saying something like this next time I get to the point where I ask for a credit card:

"...some people will say they have to check with their partner and some will say they don't have their card on them, but I find those aren't the most serious customers anyway so it weeds them out. Now, are you taking care of this with Visa, Amex or Mastercard?"

Just to take out the two most likely knee jerk responses to watch them twist in the wind a little and see what else they come up with.

I figure they're going to either hang up on me or insist they don't have their card/must speak with partner because they won't be able to come up with anything else that fast.

What do you think?
#work
  • Profile picture of the author kenmichaels
    My first reaction:

    Your giving them a built in reason to say no.

    Meaning, Now they will just repeat it back to you instead of possibly
    Giving you the real reason they are saying no.

    If you have a real reason, you can find it fix it and close them.

    If its a made up reason ... you have no chance whatsoever.

    For a $50.00 deal ... maybe a one and done is all that is appropriate.
    ( attempts I mean )

    Let me know how it goes, I am always interested in these type of
    experiments. Regardless of the outcome.

    To me ... sales experiments are sexy
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  • Profile picture of the author Jason Kanigan
    With small prices like this, I don't see a reason to bring up the common objection. For larger ticket items, it's not a bad idea.

    After they say "I have to talk to my partner" or "I don't have my credit card with me", let's dig for the real reason. It won't take long.

    "Sure, I hear that a lot. Just before I go, then--" (that relaxes them; they think they're off the hook) "does that mean you can't get this, ever?"

    Now from the humming and hawing or straight response, you'll know what the real deal is.

    If they come back with, "No, I'll talk to my partner this afternoon and figure it out", or "I'll be back at the office where my cards in half an hour", set up an up front contract.

    "Oh, OK. So if I understand you correctly, you'll know whether or not you can buy / have your card on you at x-o'clock. Is that right?" --they confirm-- "And you'll call me back then to get this? At x-o'clock?"

    Now they will or they won't, but you'll have smoked out which prospect's excuse is real from the one that is BS.

    If they blow smoke, "Sounds like, even though you've said you're really interested all along, at the end here you don't want it. Is that right?" This is negative reverse selling. If they do want it, they'll exclaim so.

    Get that real objection (price? they must have zero money...so why would you want them as a customer...) out in the open. I wouldn't spend too long on this, though, at this price point. A couple minutes max.
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    • Profile picture of the author misterme
      Originally Posted by kenmichaels View Post

      My first reaction:

      Your giving them a built in reason to say no.

      Meaning, Now they will just repeat it back to you instead of possibly
      Giving you the real reason they are saying no.

      If you have a real reason, you can find it fix it and close them.

      If its a made up reason ... you have no chance whatsoever.
      I agree. They'll just parrot it back. And I can tell you it's always a made up reason.
      Which is why they ALWAYS say the same two things and never anything original.
      The ones who want it simply say yes.

      Originally Posted by Jason Kanigan View Post

      With small prices like this, I don't see a reason to bring up the common objection. For larger ticket items, it's not a bad idea.

      After they say "I have to talk to my partner" or "I don't have my credit card with me", let's dig for the real reason. It won't take long.

      "Sure, I hear that a lot. Just before I go, then--" (that relaxes them; they think they're off the hook) "does that mean you can't get this, ever?"
      Yeah I'm not sure I'm communicating this correctly to you guys.

      I don't want to convert them.

      When they tell me the excuse it signals to me that they don't want to pay for the little widget. I'm looking for the ones who do want to pay because those are more prone to buy my big ticket item.

      The ones who don't want to pay $50 for the little widget are never going to buy my core offer.

      Notwithstanding that, why would I want to tell them I hear objections "a lot"? That's like telling them "Good decision, bro! Cuz lots of other people are telling me they don't want this either so not all of you can be wrong."

      If they come back with, "No, I'll talk to my partner this afternoon and figure it out", or "I'll be back at the office where my cards in half an hour", set up an up front contract...

      Now they will or they won't, but you'll have smoked out which prospect's excuse is real from the one that is BS..."
      Though I do have them commit to when they'll call back, I don't need any up front contract to know they're not calling back.

      I assume they won't. The rare one who does call back is like a bonus.

      I'll tell you what I did do:

      Them: "I stepped outside of my office to call you and I don't have my credit card with me it's at my desk, I have to go back to get it. Can I call you back later?"

      Me: "I'll hold on."

      ...which of course then has them throw up another stall.

      You see, they want the carrot I'm dangling... for free.
      That's why this weeds out the freebie seekers and why I don't care about getting to any alleged true reasons.
      Because I already know their true reason when they reveal themselves by giving me one of the two b.s. answers.

      The reason I posted was to have a little fun at their expense by taking out the b.s. answers up front by basically saying anyone who does that is someone I wouldn't want as a client anyway. And now, after making like they want to work with me, if they want to b.s. me they have to come up with another excuse FAST. And I'm betting they can't. I just wanna hear them go, "uh, um, um, uh..." just for giggles. But as I wrote in the first post, betcha they'll either hang up or recite one of the two reasons because people mostly aren't that clever to dance on their feet when they're thrown a curve.
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      • Profile picture of the author midasman09
        Banned
        Something that's worked for me, whether in person or on phone is this line after explaining the benefits and before mentioning the price; "Now...other than price, is there any reason why you wouldn't buy this now?"

        If they come up with an objection or stall, I answer it then re-ask, any more questions, other than price?

        Also....when a prospect says; "I've got to check with my (partner, wife, guru)" I reach for my Order Pad and say; I'm writing a statement at the bottom here that says; If (partner, wife, guru) says "No!" this order is cancelled!"

        This technique could probably also be used on the phone. "If (partner, wife, guru) says "No! Your money is refunded!"

        Don Alm
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  • Profile picture of the author NewParadigm
    You can incorporate those questions earlier as part of qualifying and establishing some sort of scarcity.

    "now if what you hear on this call makes good business sense to you, would you have anyone to confer with before making a decision? or should we reschedule?"

    "now if what you hear on this call makes good business sense to you, are you in a position to make payment today? or should we reschedule?"

    A positive way to weed them out and challenge them a bit.
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  • Profile picture of the author misterme
    Well I had my fun and true to course, those who wanted to bail, bailed, despite sounding ridiculous coming up with a nonsensical excuse. "I don't have my card, my husband has my card and he's outside / I don't have my card, it's in my bag and I'm at work / I don't have my card, it's at my desk and I can't call you back with it until tonight..."

    But as I stated before more than once, the part which no one seems to read here, my intent wasn't to convert people who resisted. I only wanted the people who were all in. I'm just having fun with those who are going to say "I don't have my card."

    The others, the ones who wanted to be in and are willing to pay... too funny. As I'm saying the stuff meant to weed out the undesireables (such as saying something like, "...I take a refundable $50 just to weed out those less serious..."), the desireable ones are interrupting me saying "it's okay, yes that's fine" because they're okay with putting down that $50 and getting what I have.

    Those even write me back to tell me how they're looking forward to it.
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  • Profile picture of the author misterme
    This one from yesterday: I ask for the card, making mention how this weeds out the less serious, that those people will make up excuses such as not having their card on them. She says:

    "I have to get my card. It's back in my office, hold on..." starts walking back to the office while I'm on the line. We're still speaking. "I don't want you to think I'm one of those people."

    Ha, ha! But it shows a fundamental fact here that may rub the old guard the wrong way.

    Because it shows that the people who'll buy from you will buy from you, if you simply do your part right. Those that won't buy from you, won't, and will find an out, no matter what technique, close or clever remark you think up.
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