Introduction by ebook's author:
Have you ever left a sales presentation with a feeling that you’ve just bought? You’ve bought the “stall”, the excuse or the “think it over”. In other words, the buyer has done a great job in selling to you!
You may have invested considerable time and effort on your sales presentation; you’ve provided the solution to the buyer’s problems; you’ve given a great product presentation and you’ve offered the keenest price. The prospect has listened intently and shown interest throughout. But, when you tried to close the sale, he popped out some lame excuse for why he couldn’t make a decision today and sold you the stall!
You know it’s a stall – you’ve heard it hundreds of times before from other prospects – and yet you just could not find a way around it to close the sale. It may be “I’ll get back to you” or “I’ll think it over for a few days”. However justifiable the words – it’s a still a stall!
There are two sellers on every call – either they’ll buy your product or you’ll buy their excuses!
You’ve done a great sales presentation, using all your best techniques for closing sales. But, when the buyer says “I’ll think it over”, do you feel that you have nowhere left to go? Are you so accustomed to accepting the buyer’s stalling tactics that you immediately pack up and admit defeat? If you do, you are not alone! Sellers can become conditioned by astute buyers into “buying the stall”, and they believe (quite mistakenly) that there is no way around this situation.
Most sellers tend to do one of two things after they leave a sales call that they’ve failed to close. They will either justify the no-sale as “just not in the market” or “couldn’t afford it”, or anything else that sounds plausible and lets them (the sellers) off the hook.
Or, they’ll get mad, because they know they’ve been sold to – but, they don’t know where or why it went wrong.
“The stall came out of the blue, right at the end when I expected them to sign up…..”
“I gave that call everything – I just don’t know how I could have lost it….” etc etc.
100 Presentations: 33 Sales Closed: 10 Uncloseables (product genuinely unable to fulfil customer requirements, for instance).
That leaves 57 closeable situations where the prospect did not buy; 57 selling opportunities where the seller has provided unpaid consultancy!
Just think about this – you’re giving your knowledge, your experience and your time to help these buyers purchase elsewhere! Ouch!
They know that this recession has made it very much a buyer’s market and they’re out to save every penny. They will not roll over and hand you their credit cards just because you’ve done a great product presentation! But, REMEMBER, they’ll gladly accept your free consultation, and then sell you the stall!
Even the hardiest of sellers can be worn down by the repeated rejection and frustration that goes hand-in-hand with losing sales – especially when they know that, on many occasions, the “I’ll think it over” really could have been a “Where do I sign?”. Read more…
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