You want to be a better sales person 6

I only use BBB products.

This one comes up normally if the client has been around in business for a while and I find that the following works for me.

Like in my case people tell me all the time , I have been using such and such a company to do my rodent control.

I asked them point blank, what kind of service are you getting from them. The normal answer is O’ they do a great job. If they are getting good or bad service, they will tell me they get great service, WHY? They don’t want to spend money or they don’t like change.

My answer is standard, again WHY? Because they are ready for me on price or satisfaction.

My answer is. Mr Brown I can understand you not wanting to change, please tell me how long did you say they have been working for you. I wait for his answer, I make as if I am giving it some thought, I want him to think he has me over a non return barrel, and then I will say. Mr Brown, over the years you have changed different supplies that’s just the way WE are, but Mr Brown tell me, you have been using XY company for 10 years, tell me what are you comparing them to,( here I give just a little pause, let it sink in, then go ahead) let me send you XXX so that you can compare, OK.

What I have done is taken his thinking to::: are these other people doing a great job. That’s all I want is to put that little doubt in his mind. You can be sure the next question will be in regards to price, where your first phrases will be waiting for any objection.

You will also get the objection of " I am busy" and 9 times out of 10 he is chatting to some one or sitting at his desk. Mt reply is, Frankly Mr Brown, I only call on busy people, because they are the only ones I can HELP, let me show you what I mean by help, I then go straight into my normal introduction etc. You will find that if he really is busy he will say look pop in, a little later I must just get this done. Make sure you get a definite time and leave. He will know you are coming back and subconsciously he will want to be helped even if he is not that busy.

Another way of getting around the objection of I have So and So doing that or supplying such and such. I sometime ask the question as if I am wanting to learn, I reply, Mr Brown, please give me a hand here, why do you find so & so that good I have heard it said before that they do a fair job. Listen to what he has to say, you will be amazed at what happens. You will get the client talking about the other company and quite often when he has said his say he will ask you, So what have you got that is Better, Bigger, Smaller etc, and that is all I wanted to get to present my product. 7 out 10 of these people you will sell to. A lot of people are not happy with their suppliers they are in fact just to lazy to look for something better.

Now Remember I said when you set out your price list to double your minimum order, well here is why.

There are two ways to use this. If you can see that there is just no way that the client can use your standard minimum quaintly, say to him, Mr. Brown, I know that you want the product and I understand that X amount is to much for you. ( at this point take your order book and open it so that he can see you are wanting to write the order) Then say Mr. Brown, I have a client in the same boat as you and I split an order for him yesterday, so I can let you have the half I split OK. You are 9 out 10 times writing the order.

Now if you get someone that you have pushed to the limit, you can see he wants the product but he has dug in his heels. Say to him, OK Mr. Brown I have tried my best, but I guess one can’t win them all. Packet up you kit and say good bye and turn away to leave and as an after thought TURN back to Mr. Brown and say , Mr Brown, something just struck me, if you had this product here right now you would try it won’t you. 99.9% will say yes, You respond by say. Mr. Brown I know you would like to try them/ it and I do as well, Mr. Brown, I know I will get blasted for this back at the office, but what the hell, I will split the order instead of 10 I will send you 5 OK.

You will have your order in the bag, and you have split nothing. It’s a tough world out there, you have to be sharp.