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by Bob Janet
85% of the interactions between sales people and prospects end without the sales person ever asking for the sale. 85%!” -Retail News by Richard Fenton
I received these top 3 replies:
And then, after talking with them for a while I got the truth,
No one likes rejection. I don’t know of any person who likes to hear the word “NO”.
It’s OK, no it is a must to ask for the sale, because as Hockey player great Wayne Gretzky says, “You miss 100 percent of the shots you never take.”
It is easy to never have the customer say “NO” when asking for the sale.
When you say, “Do you want to buy this product in Blue?” The customer can say “NO”. When you give them a choice, “Which color do you like best, red, blue, green or black?” You are not allowing them to say “NO”. And if they do not like any of those colors they will most likely tell you the color they like or you can give them more color choices.
Here is another great example: If you want a meeting with a customer and you say, “Can we meet Friday morning?” They can easily say “NO”.
But give them choices, “Which would be better for you, if we meet Thursday or Friday morning?” You will never have the customer say “NO”. Again, if either one of those are satisfactory for them, continue to give them choices of other meeting days and times.
Recently I saw one of my clients double the order they received from their customer while taking an order simply by using the choice method I taught her. The customer normally reordered 5000 units of a particular item every 3 months. Instead of asking, “Do you want to reorder another 5000 units next month?”, my client said, “Since your busier season is coming which would be better for you to reorder, 10,000 or 20,000 units?” Another principle came into play here. The principle of the easy way out. When given a choice customers will most always take the easiest choice. In this case the 10,000 was an easier choice than 20,000.
Give your customers choices. You will never hear the sales stopping word “NO” and your sales and profits will increase.
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