Selling Reloaded - Part II

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Customers are complex creatures, each and every one of them demands a different approach and a different strategy. The key is to understand the feelings of the customers by their replies and the worst thing to understand is the excuses and the lies the customers say to the Sales Warriors, this presentation / ebook enables you to come across the most common of them all and find an effective way to move past them to attain the Nirvana of Sales... Closure!!! A SQuare Consulting and Management Services original publication. All Rights Reserved. 2007 - 2014

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Selling Reloaded - Part II

  1. 1. SQuare Consulting and Management Services Sales & Business Development Division
  2. 2.  Customers sometimes tell lies, especially when you're trying to sell them something.  Here are the ten most common lies that customer tell, along with some advice about how to sell to them anyway.
  3. 3. How often it’s actually true: Almost never. Unless the company is bankrupt, the money is probably there, but it may be tied up in some other budget.  Why they tell this lie: They have yet been convinced that the problem that your product solves is big enough to deserve some budget.  Your best response: Through questioning and conversation, gather information about where money is currently being spent. Once you’ve discovered what’s funded and why, reposition your offering and the value it provides so that it becomes higher priority than the budget items that are currently funded. 
  4. 4.  How often it’s actually true: Assuming it’s a cold-call, probably 10 percent of the time.  Why they tell this lie: The receptionist / admin personnel is protecting the decision-maker from contact with sales reps, usually because the real decisionmaker is a pushover when it comes to sales.  Your best response: Treat it as if it were true. Ask when would be a good time to call. You may need to sell the admin on the idea that your call is important enough to put through.
  5. 5.  How often it’s actually true: Rarely.  Why they tell this lie: They’re hiding the fact that a competitor has the inside track, usually because the competitor wrote the RFP (Request for Proposal).  Your best approach: Decide whether you've got a chance to get in the way of the well-established competitor out of the deal. If you decide to go forward, be ready for many doubts and comparisons.
  6. 6.  How often it’s actually true: Sometimes.  Why they tell this lie: To get you to drop your prices.  Your best response: Do the same as you would if the competitor actual WERE cheaper. Position your offering, and the privilege of working with your company, as being of massively higher value than working with the competitor.
  7. 7.  How often it’s actually true: If it happens more than once, it’s definitely a lie.  Why they tell this lie: They’re trying to gloss over the fact that they have decided to drop the communication with you.  Your best response: Let it go, but remember: customer now owes you one, whether he realizes it consciously or not.
  8. 8.  How often it’s actually true: In anything other than “Mom and Pop” operations, almost never.  Why they tell this lie: Your contact wants to hide the fact that he really can’t make a decision without consulting others.  Your best response: Ask about the specific reporting structure and gently probe to find out the “stakeholders” who “influence” the decision. Read between the lines and you’ll probably be able to figure out which people actually have to be “sold” in order for a deal to go through.
  9. 9.  How often it’s actually true: Never.  Why they tell this lie: They’re trying to get you to drop your prices.  Your best response: Ignore it and stand firm. Demands for discounts, especially at the end of a sales cycle are usually just the customer testing to see if they’ve gotten the “best deal”.  If you drop your price in demand for an automatic discount, you’ll lose credibility and end up cutting a non-profitable deal.
  10. 10.  How often it’s actually true: Never.  Why they tell this lie: They’re either trying to get rid of you, or they’re being nice.  Your best response: Stop depending upon brochures for anything other than a physical proof that your company has marketing money to burn. In some situations, you’ve got to have a brochure or your firm doesn’t look serious. But that doesn’t mean that anybody will ever read them.
  11. 11.  How often it’s actually true: For most office-bound executives, about 25 percent of the time.  Why they tell this lie: They’re screening their calls so that they can get some real work done.  Your best response: Call early in the morning, or call multiple times over the weekend. Most real decision-makers work extra hours and they mostly take their own calls when the office is empty.
  12. 12.  How often it’s actually true: If this is the second time you’ve heard the statement, the check is definitely NOT in the mail.  Why they tell this lie: They're having cash flow problems and you just got appointed as their private lending bank, at no interest.  Your best response: Explain that the mail might have stuck somewhere in transit. Insist that they cancel the outstanding check and send you a new one, using package tracking. That way there will always be a record of any check sent to you.
  13. 13. Rohan Bhatt Managing Member - #Consultant #Franchise #Coach, #Blogger, #Restaurant Consultant & #Connaisseur SQuare Consulting and Management Services Visit us at: http://www.squareconsulting.in Email: info@squareconsulting.in Call us: +919974485505

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