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The article Anchoring others for fun and profit covers this technique in detail.
Dealing with objections
Whatever you're selling, there will always be objections.
Sometimes, they will be valid - its simply the wrong product for the customer, but sometimes not.
As a salesperson, the best approach is to be prepared for objections, and already know what your response is likely to be should the objection occur.
In fact, it's often a wise idea to bring up the likely objections yourself as this will stop the customer in their tracks.
For instance:
"Now some people would say that this security system is too expensive, but then what price do you put on the safety of yourself and your family.
Imagine coming home and finding your house had been broken into, and you don't know where your children are, and even after everything has been fixed up, you can't walk in the front door without remember how awful it felt?"
Decision Strategies
Some people make buying decisions really difficult.
They may want to see several products before making a decision, they may just not like you or your company, or they may want to sleep on it.
So the issue is: how do you get around the problem of people who need time to pass before they can make a decision?
Usually, these people have already made the decision, they just need to wait before actually parting with the cash.
No one really knows why, or what they think might happen in the required time frame, but these people will usually not budge.
So how do you speed up the time process?
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