Embrace “No”

“No” means different things to different people. Sometimes, it means “maybe,” sometimes it is a defensive reaction to safeguard against saying “yes.” Other times, it is a just a habit and a tactic to try and negotiate a better deal.
 
“No” usually indicates fear, insecurity, and uncertainty. The either don’t understand something about the deal, or they’re afraid of making a bad decision or commitment.
 
Your job is to embrace “no” and not take it personally.
 
A rebuff of your suggestion, idea, or proposal doesn’t translate to a rejection of your ability, product or service. It commonly only suggests a fear or resistance to making any decision at all, to anyone.
 
The word “no” does create an emotional, doesn’t it? But, above all you should recognize that “No” is a generality. It is not specific. You need to find out why they are saying “no.” Is it rational or irrational? Logical or irrational?
 
Try this approach instead reacting emotionally when you hear the word “no” try something like this instead.
 
“It seems like there may be something that you don’t understand.”
or “If I hear you correctly, the value as doesn’t appear to align with the cost.”
 
Am I right? Get them talking about it, and the no will often morph seamlessly into a maybe and then into a “Yes.” And that’s a win for both of you.
 
Daniel Jacobs, 2017
crackingthecodeofclosingsales.com

Too Many Prospects?

Do you have too many prospects? Neither do I. Yet, one of the oldest, time-honored ways of generating income is prospecting. Believe me, if you don’t have enough sales, you should be doing MORE prospecting!

If potential customers don’t know who you are or what you do, they can’t turn into customers, will they? You would be better served to change the “A.B.C.” of sales (or “Always Be Closing”) to “Always Be Prospecting” or “A.B.P.” and you’ll get better results.

Who you know is not as important as important as WHO KNOWS YOU!

Prospecting is about showing up, contacting people, getting to know people and letting people know you. You’re not trying to sell anything, you’re trying to establishing a line of communication. That’s all. Selling comes later.

To maximize your profits first MAXIMIZE YOUR PROSPECTS.

Daniel Jacobs

Decision Time

“Well, let me think about it and I’ll get back to you.

Have you ever run into this response when asking a closing question? Yep, so have I. It’s one of the most common stalling techniques that customers fall back on. This is because MAKING A DECISION is one the most uncomfortable things for them to do.

It’s one of the most common stalling techniques that customers fall back on because you’re asking them to do something is one the most uncomfortable things for them to do.

They don’t want to make a decision because they lack confidence and certainty in themselves. They doubt you because they don’t trust or believe in themselves. They’re not delaying because of you, the price, the product, your company or anything else. It’s because they’re afraid of making a mistake and need your help in boosting their confidence and certainty to make a decision today.

Don’t shy away from these reactions. After all, it IS your job to help customers deal with the internal pressures and reactions keeping them from getting what they really want, isn’t it?

Once you understand the power, inner pressures that kick in when they have to decide anything, you’ll be able to better help them get past them and they’ll get what they really want!

 

Daniel Jacobs, 2017

Helping People

Even when they see that your solution will solve their problem, some people are hard to help. Internal resistance factors prevent them from making a decision and taking action.
 
The best thing you can do for a customer is to help them get past these subconscious reactions and get what they really do want. Believe me, they will thank you for it in the end.
Daniel Jacobs, 2017

Cheap But Good Advice

1. What is your purpose? To impress them or move them?
2. Start talking only when they’re ready to start listening.
3. Your attention must be 100% on them; 0% on you.
4. Three key steps: A) Tell them what you’re going to tell them. B) Tell them. C) Tell them what you told them. (Hint: Make step “B” as short as possible)
5. You’re not a robot; don’t sound like one. Keep it fresh and new.
6. Don’t meander endlessly; speak with intention, certainty, and confidence.
7. Don’t fake it. If you don’t believe it or know it, don’t say it.
8. Don’t tell everything you know; they won’t want to know it anyway.
9. Intentionally create times where you don’t talk. Let it breathe.
10. Speak neither too soft or too loud, nor too fast or too slow.
11. Don’t wander around aimlessly; use body motion with intention.
12. Give them something of value in exchange for their attention.
13. End with three points worth remembering.
14. Stop talking before they stop listening.

Daniel Jacobs, 2017

The Real Objection

Many times, objections that customers come up with are generalized reasons to stop the process and not the real objection. When they say “just not sure,” “need to wait,” or “it costs too much,” there is always a specific reason underneath.

Objections of this type indicate that an earlier step in the process is incomplete and needs to be handled. In some cases, however, just reminding them of their original purpose will be enough to rebuild the momentum to continue closing the deal.

Once you have identified a particular objection, you can do one of the following three actions:

  1. Acknowledge it and continue to the close.

      2. Answer it and proceed with the close

Or you can use a combination of all three:

      3. Question and isolate it as the real objection and the only thing that needs to be addressed. Answer it and move forward with the close.

Your job is to help customers get past the real internal barriers that are stopping them from getting what they really want. A master closer can effortlessly handle all objections and create the opportunity to seal the deal.

Daniel Jacobs, 2017

What Was Missing?

The most common question I’ve been asked when training salespeople, is how to close the deal. Everyone seems stuck on that final step in the process.

Now, I do admit that even with the study, practice, and experience that I’ve had in the trenches of selling and closing sales over the past twenty-five years, I would sometimes come up short. In those cases, I’d try to reason or persuade myself that I was “close,” and that I “almost” pulled off the “close.”

In trying to convince myself that every had done that could be done, I was still had this feeling that I could have done more. What was I missing?

Finally, the mystery and growing stress got to me, and I realized that I didn’t know what I didn’t know! But chance, there was a sales seminar happening locally that weekend, and I decided to get some help from an expert.

It turned out better than ever expected.  It was like he was reading my mind. Everything he said related directly to my problem, especially when he said this, “The step you’re stuck on, having difficulty with, or can’t seem to do, is NOT THE PROBLEM! It’s a symptom, NOT THE SOURCE of the problem, it’s always something earlier.”

It was like a WHACK ON THE SIDE OF THE HEAD, and just what I needed! This changed everything. I realized that grinding away endlessly trying to persuade or force the customer to buy, only intensified the resistance. The customer was not the problem, I was!

I was focusing on one step (closing the sale) in a series of actions leading to the particular result. And I was stuck on that one last step as the cause of all my trouble. But, it wasn’t. It was something earlier in the process that I left incomplete or did incorrectly. I was trying to take step eight before I had fully completed step six! No wonder I was having trouble.

This was groundbreaking; a game-changer if there ever was one! It not only opened the door to handling my problem but it gave me something I could do something about, today!

I had been focusing on the wrong target all this time. The trouble with the closing step meant that something earlier in the process had been skipped or was incomplete. All I had to do was find out what step was not completed and get it done, thoroughly.

I became aware of what every master closer knows: Ease in closing is based on how well you do each of the steps leading up to it.

Good selling really does makes for a smooth closing.

Daniel Jacobs, 2017