Ask the Guru

Thursday 20th Dec 2007

Question:

Thanks for the December tip on gaining referrals! It has made a real difference to my business!

One challenge though, there doesn't seem to be as much urgency for my other leads to get started quickly. I think I'm finding out what they want and feel I am presenting my product tailored to this, but I seem to be getting the same old objection 'I want to think about it" and as a result there is lots of follow up. Any ideas on what am I doing wrong?

Answer:

"Give a man a fish and feed him for a day, teach a man to fish and feed him for a life time."

I'm sure we"ve all heard this Chinese proverb before, but I find it so pertinent as I wish I had a dollar for every time someone asked me to help them with what to say to overcome the "I wanna think about it objection" (ahhh...I’ve heard the Bahamas are nice this time of year...)

The key is to ask yourself," why am I getting this objection", as I feel prevention is better than the cure. Don’t want to get caught cheating, don’t cheat!

So the last thing I am going to do right now is go through with you what to say if you run into this objection, but share with you an idea on you why you may be continuously getting it, so you nay never have to get it again! It’s been years since I’ve had it, and trust it feels great, especially as the answer is so simple...short and sweet.

Most sales people just tend to ask  WHAT the customer wants, then try to bombard them with answers to this. Well let me give you something to think about.... the "WHAT" will give you squat, the "WHY" will make them buy! And it’s WHEN they want the WHY, that will make them buy NOW!

Start with What they want, and then ask them WHY they want it; WHY are they not happy with what they have now; WHY is it important to them now, then go to WHEN would you like this fixed by and watch the magic happen!!!!!

Stirring the emotion will Massively reduce the Procrastination! Now back to dreaming about the Bahamas, ahhh......