Sales/Marketing Tips From The Front Lines

Two final techniques I’ve made use of in closing situations, then we move on to some marketing ideas.

The “Reversal” - In this one, we are closing on their objection.  When they bring up their objection, we turn that into the reason they should buy.  For example:

“I can’t purchase today.  You don’t have the exact model I want.”  “Mr. Prospect, that is exactly why you should buy - put yourself in my sales manager’s shoes…….what would he have to do to get you to purchase your second choice?”  At this point, the customer will usually tell you exactly how to complete the sale.

The “Lost Sale” - This is a desperation techinique.  I’ve used it a few times, and it makes me feel almost dirty every time I pull it out of the toolbox.  But, it’s worked a few times, so I guess it’s useful.  When it appears you’ve lost the sale, you take on a defeated look, and say quietly, “Mrs. Prospect, I have to apologize, for I am certain that had I done my job correctly, you’d be enjoying your new Yahoozit right now.  Just so I won’t screw this up for anyone else, could you tell me what I did or didn’t do that went wrong here today?”  Theoretically, they will tell you what the problem was, at which point you say, “Oh my!  I can’t believe I didn’t catch that before……..” and continue to answer the issue.  It’s a long shot, but what do you have to lose at that point?  It gives you one last oportunity - and that’s all we as salepeople can ask for.

NEXT POST:  What happens when Mr. Bossman wants to cheap out on your marketing budget?

Now go sell something!