“You are a natural born saleswoman – Yes, I’ll do it!”
Those were the words spoken today as I asked “Jill” for her advice in her area of expertise.
Prior to receiving a “Yes,” she emphastically told me,
“My practice is full for the next three months, I’m completing special projects, travelling for 2 weeks, and if that weren’t enough, I am expecting? a houseful of company? next month.? I’m sorry, but I just cannot help you.”
Listening carefully to her exasperated state of overwhelm, I simply agreed with her.? Whenever prospects say “no”, the first step is to agree you understand their point of view.? But the next steps are to put a different mindset on the matter at hand and ask if that will be agreeable; offer choices to make it easy – the best customer service policy for doing further business.
I then suggsted,
“Just in case you lie awake at night thinking about my question, and just want to fill in 10 abbreviated points, I can easily write the rest.? Or, if you find yourself commuting by ferry or train, and have a notepad with? you, take the opportunity to jot down your advice. I will gladly give you full credit on your contribution.”
My original complicated request turned into soemthing so easy, the objection disappeared.? In a sense, Jill transformed from prospect to client.? Your marekting-communications affect your outcome as much as your relationship building skills and ability to close sales.? This winning combination is the basis for our training programs appropriately called, Smooth Sale!
