You Did A Great Job, But We Want To Think It Over
Most prospects try to get rid of the salesperson when they have not heard what they were hoping to hear from them. Sometimes this starts with a statement such as, "You were the best salesperson we've seen, we just need some time to think it over." . . .
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Creating Dissonance To Buy
Buyers become paying customers when they see you as a doctor that can help cure them when they're sick. Your job as a doctor is to alert the patient that they are ill. Here are the forms of dissonance that will create action... . . .
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Finding How Much The Buyer Will Spend
One of the toughest selling tasks is to find out how much the buyer has set aside both mentally and in reality to make a purchase. This is probably one of the most important steps in the process. In this step you must be the clouds (Warn them about the amount in round numbers) and the storm. (Tell them the actual investment needed) . . .
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Finding Out The Buyer's Decision Process
Nothing hurts more than doing a full blown presentation only to find out that you have made this to the wrong person. When determining the decision steps a buyer will take, you must know the following BEFORE a presentation is made. . . .
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Getting Referrals From Existing Customers
One of the biggest changes in culture that needs to take place is the fact that when customers ask you, "So how are you guys doing over there, are you busy?" Typically you would answer, "We're doing great, we're very busy." . . .
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I Need To Get Other Prices
The customer is checking your price for the job you are doing. You have given them the impression that everything will be equal when they call others. The only thing that will separate you in the customers mind is the price. . . .
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I Need To Talk To My (Spouse or Boss)
This is a well oiled mechanism that is an effective tactic to delay a decision until the salesperson is gone. In this gambit, the customer purposely sets up a scenario where the actual decision maker is not present. . . .
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