2007-12-13 09:49:46 · 18 answers · asked by Answerwolf 1 in Business & Finance ➔ Careers & Employment ➔ Marketing & Sales
I would move on to the next person and make a note to follow up with this person in 3-6 months.
People don't buy based on how you retort to their rejections, they buy because they have a perceived need and the budget/money to take care of that need. No amount of talking will coerce a person who is not yet willing to part with their money.
Two resoures that might help: millerheiman.com recently ran an article on prioritizing clients. Also, salesguy.org published a study on exactly why people buy.
2007-12-13 10:55:28 · answer #1 · answered by Kip J 3 · 1⤊ 0⤋
I have read some of the other answers and I have to tell you that most of those people don't have a clue as to what you need to do.. Now here is a golden rule to follow.. (of course I don't know what you are selling but if you believe in it and it is a good product then here is the rest of the answer) you must assume that the first three things that a prospect will tell you are LIES.. they find excuses to not buy.. what you must do is get to the third lie.. and get past it.. at that point probably what is standing between you and the prospect is one thing and one thing only MONEY.. trust me.. it is always the money.. when you can get to the money.. now you have a subject that is negotiable.. remember money is emotional.. getting them to commit the money takes logic.. when you can reduce everything down to the money.. you have the opportunity to close the deal.. but since money is emotional.. you have to bring them back down to logical reason to commit to spending the money.. there must be a perfect balance of logic and emotion.. when that balance occurs.. you will have a frim sale.. now golden rule number two.. when you hear the same objection THREE times.. then you can bet that you will hear it a lot more.. so what you do is to turn the negative into a positive.. so in that case.. if the economy is very good right now is the phrase that three people have used.. then you have to take that away from them by turning it into a positive.. You must address it up front.. because it is their first lie.. you know that they are going to use it.. something such as.. well I like your product but the economy is not good right now.. so I will have to pass.. what they are saying is I don't want to spend the money.. you turn the negative into a positive by saying.. you know for a while there it looked like the economy was going to go south but now interest rates are dropping and un-employment is down and everything is on the upswing.. but for some it is not quite where people want it to be.. that is the great thing about my product.. it helps improve the economics for each of my customers.. and it makes sense to own it.. and here is why.. (again depending on what you are selling) you have to put the positive spin on why it is good even if the economy is not very good right now.. you can do this.. just give it some thought and once you can take it away from them.. you can get to the next lie.. good luck
2007-12-13 22:05:30 · answer #2 · answered by J. W. H 5 · 1⤊ 1⤋
If it's not that good why is the DOW at a record high for the year? How come the ecnomy is bigger than ever? Are you worried about the housing market, that is just one fecet the government uses to measure the economy. Are you worried about the dollar being weak against the Euro? Don't be It'll sorredt itself in a few weeks.
2007-12-13 17:55:51 · answer #3 · answered by the-man 2 · 0⤊ 0⤋
Tell them that your company has noticed the same thing, and here's what we're doing about it: Sell cheaper, or in odd lots at unit prices. Stress that the quality of your product hasn't changed, just the cost of it. Emphasize the value. Provide financing or leasing options. Rent to own.
Personalize your service, do more than they expect. Be respectful of their situation. Keep in contact with them regardless, without making a pest of yourself. They will remember your empathy.
Be patient, and realize that for the time being, you will have to work twice as hard to make half as much, but remember also that over time things will even out.
2007-12-13 18:02:17 · answer #4 · answered by righteousjohnson 7 · 1⤊ 0⤋
Employment is up. New jobs are being created at a steady rate. The interest rate is fantastic. The stock market is holding steady despite having broken several records in the last 18 months. lower taxes have brought in record numbers of funds for the government.
2007-12-13 17:53:47 · answer #5 · answered by TAT 7 · 0⤊ 0⤋
People do not buy products or services. People buy SOLUTIONS. Their buying process is based on emotions, justified by logic.
Step back, look at your product or service and evaluate it accordingly to the above formula. If you stick to it your sales will never be affected by any economic situation. Beside this, economy is GLOBAL, start thinking in that direction.
2007-12-13 20:49:06 · answer #6 · answered by StanTheMan 6 · 1⤊ 0⤋
The economy isn't great right now... so make a strong investment for a rainy day? phh who knows. Your avatar rules by the way.
2007-12-13 17:55:10 · answer #7 · answered by Anonymous · 0⤊ 0⤋
Really, who's economy, yours? or everyone elses?
It must not be too bad, you came in here shopping didn't you?
Why live even one more day without having what you really want man? You know, you only get to dance this dance one time, this time around. You don't want to go to heaven and say DAMN!!
I sure wish I had bought that >>>>>>>>>>>>>>!!
2007-12-13 17:54:26 · answer #8 · answered by progunr 5 · 0⤊ 0⤋
What are you selling?
The best plan is to get the buyer to admit why they need your product BEFORE they are asked to buy or comit to yes/no.
I love sale, but need to know what you are selling. Aside from that, look into the book Worlds Greatest Salesman. It's inspirational. Get it on cd!
2007-12-13 17:53:30 · answer #9 · answered by WriterMom 6 · 1⤊ 0⤋
Show how buying will help them save time or money that will help in a poor economy. Check out ( http://www.salesandmarketinghelp.com ) They have great info and tips to help you sell.
2007-12-16 22:48:14 · answer #10 · answered by marketingexpert 6 · 1⤊ 0⤋