I am really loving [Evolutionary Sales] it has turn my world around, I am listening to them in order and I am now on ES012 so if the next 2 two question I have for you have already been answered on the show I would appreciate it if you could direct me to it.
The idea of an integrity and service-based sale is one that I even without knowing had been searching for quite some time, I am very glad I have found you.
Glad you are finding it of value.
As I said I have two questions that have been haunting me.
1. What if when talking to someone you are trying to sell to you realize that the person doesn’t need the product you are selling? You make it seem like it is always a matter of the right context and the right motivational techniques.
I walk away from the sale. I tell them I do not think it is a fit or that it will not serve them. It is that simple and that direct. No amount of money is worth the hassles that will come from trying to force it. It rarely happens to me because I make sure to qualify them [by "qualify" I mean that I need to be reasonably certain--over 85% certain--that I can be of service to them effectively and assist them in getting what they want]. But if and when it does happen, I do exactly what is stated above.
2. I would like to know how much thought you have gave to the notion of not permitting the person to wait before making the decision. I have develop a philosophical principle so to say that I should not decide any big amount of money sale on my first contact with the sales person. I has served me well in the past for I have examples of things that now I am really glad I haven’t bought and I have examples of things that each day that passed until I bought it my motivation to get it just kept rising and so did my faith in the product and the sales person. Someone who urges me to make a decision right then always strucks me as wanting to sell. But when someone is confident in their product enough not force to make a decision it may well be that I am there in the next day to “open the relationship”.
It is a great question. It is also a very common one, so I am glad to finally address it publicly.
In my business, people come to me wanting certain mental habits resolved, e.g.; fear, anger, anxiety, etc. They want other things too, but they know they want these negative habit patterns. If they go away to think about it, then they will start to have those same mental habit patterns that they have come to me to resolve take over. I have then essentially failed my first test as their Guide.
Now, if the business we some business other than the one I am in, then sure.
But with my business, what serves them best is to have them sign when they are clearest on my presentation, and are clearest as to the benefits. That means in that session. It has nothing to do with levels of confidence in my offering. Rather confidence in what will happen when they leave--and I simply tell them that all up front and directly.
They agree in most all cases. They know it is the truth. I think it is also critical that they never feel "pressured". They never do. I often will simply shrug when I tell them the above. I say it casually, in a relaxed manner, with nothing for them to resist. I am never attached to someone signing. If they sign under pressure, the sale might drop off. That serves no one.
When the reason for signing is a simple truth they know to be true, and I am coming from that place of service, it just has them all the more convinced I can [and do] help them. It is also hard to argue with 97.7% [my current opening ratio averaged for the last 3 years with 220 prospects with a significant commitment to a 6-month agreement ]. If my ratio were lower, I might look there first.
My wife recently went to an English language school and what threw her off was exactly that. All the reasons they had for making her sign a 2 year agreement right in that moment. What ended up happening was that she found another school in which she didn’t felt pressured to make rash decisions.
I must say that I would be feeling better if I could have the time I want to ponder and then acquire the product, EVEN if that meant not taking the advantage of a special discount for on the moment decision. I would gladly pay 10% or whatever more to have the time to decide for myself if I want the product or if I was just influenced by the momentum of the salesman and the occasion.
I really hope you truly give this a thought and not just answer in your answer/question mode on how to do something, for I would like to know that you can relate to this concern.
To be clear for other listeners, I do not offer a discount for making a decision at any point. I do offer a 10% discount for payment in full, but there is no monetary incentive for the decision itself. I think that would cloud things and would not serve the client.
As far as your wife and that situation goes, if she felt pressured, then they were not coming from service--but rather wanting to reach an objective. I am sorry to hear she had that experience, and to me, it simply means it was not a fit.
That was also a life-altering decision in many respects, and should be carefully considered so wanting time should be allowed. I have had clients refuse to decide in the session, and I simply stay very engaged with them until they do make a choice [one way or the other] so we are partnered; I make sure I am very available for any questions or concerns as they arise over the next day or so. But that is a very rare exception to the general policy for the reasons stated below and above, summarized as it simply does not serve them to go and "think about it" as their thinking usually has them needing my services to one degree or another.
As far as this particular strategy, I have considered it and reconsidered it for years. That is not to say that I am not considering it carefully now; more to say that it is always open for review. All of my techniques are. :-) Usually, when it arises as an issue for the client, I ask them two questions:
- Is this concern [fear, indecision, etc.] the concern that stops them in other areas of their life. In other words, is this one of the issues they need resolution on. If yes, I let them sort it out and they usually simply sign the contract. If they say no ...
- I ask them, "how heavily would you like me to leverage you here on a scale from 1 to 10? What would best serve you?"
They answer and I do just that. If they say do not leverage me at all, well, I don't. If they ask me to, I do to the degree they ask for it. If the answer to question 1 is yes, and it is signifigant for them, I have to stay with that. Again, if it is a limitation in their life they have come to me to resolve, I would not be serving them if I let it run their life in this situation as too. AND I am transparent about all of this to them [and heck, now it is here for them to read. Heh.]
In Service and in Transparency,