Insthinktive Influencing
Need ( We just don’t need it).
To be honest if we have followedPRESENTproperly (and it’s a system you can? use piecemeal). This should never become an issue. Why? because youWe been through
EXAMINEand youWe established there is a need.
You will never proceed if there is no need. There is noSHOWphase if there’s no need.
By right the need should have been established in advance of our meeting with a quali?cation process or call.
Nonetheless here are a couple of suggestions to handle this objection. And it mirrors the approach weWe used previously. We are going to use quite challenging questions.
?m I right to assume that you don’t place a value on a (more pro?table, more successful, more compliant, more innovative, more effective and more focused ) business?
You are interested in a (more pro?table, more successful, more compliant, more innovative, more effective and more focused ) business aren’t you?
You are interested in becoming more productive and effective aren’t you?
You are you interested in growing your sales and pro?ts by ?% in the ?rst year aren’t you?
You do recognise the huge bene?ts of having a product or service that can deliver a business that’s (more pro?table, more successful, more compliant, more innovative, more effective and more focused ) don’t you?
Remember this;
Use the power of story throughout your handling of sales ?rewalls. Stories are quite simply the most powerful way to overcome any objection.
When you can tell real stories of clients who just like your prospect had concerns over the price, but realised that having bought it they were actually saving themselves money. You have a very powerful proposition that can be easily related to.
For example if you were selling a high value machine and the client didn? want to buy the additional maintenance contract for an additional fee. You could say ?I understand why you have that concern, however when we worked with company X who shared this concern, they found that the cost of the maintenance package was substantially lower than the cost of having any remedial maintenance done throughout the year. The savings were in fact up to 50%.
What may have seemed an additional cost initially actually resulted in substantial savings over the lifetime of the machine?/span>
Simple, but not easy…..
Next session;Networking onthephone
