Use emotional appeal to
combat resistance in sales. By attacking someone's feeling about
something you are denying them those feelings. Instead, there are
better ways to handle it:
Prospect: “I hate to
spend the money.”
Salesman: “Too bad you
feel that way.”
Better
answer: “I understand how you feel, unless you look at the benefits
and how much our program can save you in a matter of weeks. You will
get back your one time investment and many times over if a matter of
months”
or
Prospect:
“I think it's a waste of time to do the training you suggest.”
Salesman:
“You are the only one who thinks that.”
Better
answer: “Initially it takes more time. Later your team can train
themselves and by that time they will be outselling your competitor.
Here are the statistics from two of our program users to bear this
out.”
Your
better answers, of course, must be truthful and you have to be
willing to back them up.
Success
by Design, Not by Chance!
“In
business you get what you want by giving other people what they
want.”
Alice
MacDougal
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