I took a lunch and learn with Clint Babcock of Sandler Institute yesterday. Here are some pearls of wisdom:
As a salesperson, what is your Money Concept?
Are you following a sales process?
- Building Rapport
- Upfront Agreement (giving them permission to say No)
- Find the Pain
- Budget
- Decision
- Fulfillment
When more than one bid: “Why do you think I am more than the others?”
No unilateral concessions. Make the buyer give some too IF he is the decision maker. If not, get in front of all of them. Will the buyer be able to handle all the Q’s that the real decision makers are going to ask?
When a sales stalls (2-4 weeks of no contact) – ask if you can close the file. Are they still decising or have they chosen to go another way? I’m just asking so I can close the file.
Hot Potato from Buyer – throw it back at them. “Mr. Buyer, what are You going to do?”
The take-away close still works.
