5 Minute Sales Tip: Buddies Figuring It Out Together

In this 5 Minute Sales Tip, Paul G. Walmsley explains that when he is making a presentation to a prospect, he gets them involved like two buddies figuring it out together. Instead of presenting, telling, justifying and selling, Paul “put’s his arm around the prospect” (over the telephone!) and together they come up with the solution. Then there’s no real need to use closing techniques to get the deal.

Show Notes:

1. I am always studying sales and marketing in all walks of life
2. Most sales people tell people about their stuff, what to do, what they should buy, lecturing, educating and pushing their stuff at their prospects.
3. I’ve adopted a more “We’re in this together, let’s figure this out” approach…”Buddies Figuring It Out Together.”
4. Get your prospect involved in the whole presentation. Let them ask questions, make suggestions, get them involved.
5. That way, there’s no real need for a classic closing technique. You still need to write up the order, but it’s a very assumptive close. “OK, great job, let’s get this done right now…”
6. If the prospect has an idea of what they want to do, but you want them to do something different, don’t beat them up.
7. Let the prospect explain why they want to do/buy and then look for ways to compliment that with your suggestions.
8. Don’t forget the take away, “I think you’d be better doing this…but, no worries, if you want to do what you originally mentioned, we can do that…”
9. Also, remember this one…”Hey, you know what, you don’t need to beat yourself up deciding if you should do this or that, WE can always do a bit of both an see how it all works out…” This takes the pressure off them having to make a decision between the two. This is huge.

So, as you can see, if you come up with a solution to a problem like “Buddies Figuring It Out Together” then the prospect is much more likely to go ahead with the deal than if they were sold too.

Don’t forget, go ahead an order Paul’s Amazon Best Selling Book, “From Hello To Yes In 3 Minutes Or Less.” Learn how to overcome call reluctance, know exactly what to say and deal with rejection when using the telephone.

Amazon Best Selling Book from Paul G. Walmsley.

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