LOSING SALES?
PULL out of the game and WIN!
Here is one of the most powerful closing techniques to get a prospect to MOVE and make a decision or give you their true reason for not buying.
It is called "pulling" (as opposed to "pushing"). This psychological closing method scares the heck out of most sales people because it is such a brave technique and will threaten your sales prospecting comfort zone if you are not totally confident in your sales ability. It takes a lot of guts. Master it, and you will develop an ACE transferable skill that will pay you handsomely!
The concept of "pulling out" is similar to conceding. To concede in war (which sales feels like sometimes) is compared to failure, resignation, surrender, loss of control and loss of money.
Most people do not want to experience these results because WE WANT IT NOW - yet there is extreme hidden power in "pulling out" to get what you want.
There is extreme pressure at closing time. Why go through it?
PULL OUT of it!
STOP THE PRESSURE at the close.
1. "Why don't we just stop here and do this when you are ready"
2. "I think you may be better off going to the competitor
3. "I am doing my best and I just don't seem to be coming to a place that satisfies you I should probably stop."
4. "If things are going that well for you, I will probably not be of much help to you."
5. "You may not be a fit for this programthis may not be for you."
"WHAT?" "ARE YOU CRAZY?" (!!)
What you will now experience during the sales process is AMAZING!
- The buyer totally relaxes and behavior becomes positive.
- The buyer is more likely to begin telling what it will take to get their business.
- Resistance and aggression goes away and listening starts.
- Pressure is gone and TRUST begins.
- You are now perceived as a "human being" with a caring attitude!
- Your chances of making this sale is INCREASED dramatically.
You can now re-position your sales solution, and build a trusting relationship. Getting the sale becomes an enjoyable process at the close regardless of the outcome. YOU WIN. You get the information you need to help the sales process regardless of the outcome. Other good examples of pulling can be found on http://www.startupnation.com.
As a Sales Trainer, keeping up with behavioral psychology methods and learning how people react is key to mastering the art of sales. This is just one example that can help you become the BEST sales trainer you can be.
You are responsible for the behavior of your sales team - so learning to teach action oriented sales competencies will be very valuable to your career, team and the organization you work for.
