Johnny Q, Author, Master Sales Closer, Podcast Host "Coffee Is For Closer's on Apple Podcast
Using Sales Persuasion The Illusion Of Control
Why and How you are failing to close your customer
Most of us sales professional run into what we think is pre-negotiating just to find out we gave all the profits away to the prospect and we where left with pennies for a commission. Sorry to say this, Im in not way in the industry to make the minimum commission on sales. We are in the business of sales to make the big money. This is the reason we stay late away from our families, we work harder than others, selling is a skill set that a lot of people don't have. Most people that go into sales are amateurs and don't understand how the science of selling works. They think they do, until they are left with peanuts as a fucken paycheck and are wondering why they are having a bad month. Ask yourself, Have I perfected my craft of selling? When I show up to work, do I make my time valuable or have I set up sales goal and held myself accountable for the short gains? I bet most of the answer is no.
Now if you want a different result from what you are getting something needs to change. It’s only up to you to make those changes happen. Understand, that the person whom you want to get better sales results is not there yet. However, if you work on your selling skills your commissions will be much better, your selling abilities will be extremely sharp and you will be able to close your deal at high profit margins. What ever it is that you are trying to achieve the person that is going to take you to the next level is not there.
You can simply improve your selling abilities by learning, practicing and executing the next lesson we are going to be discussing. We are going to teach you how to set the illusion of control to persuade your prospect to purchase. When you negotiate with the following method you will be able to get exactly how to get what you want and have the prospect pay your top dollar for your product or services. We are going to teach you how to almost mind control your prospect into the sale. You will be using the illusion of giving control to the prospect and having them agree to everything you are asking. Master Sales Closers in Wall Street use this method to close millions of dollars in sales agreements. We will go over calibrated questions you should ask, how to create the illusion of control and how to ask for everything you want.
How To Create The Illusion Of Control
Let me ask you a question. If you had a choice of having control in a negotiation what would you have no control or total control? How is control important to you? Well if you answered total control you will be right. However, how many times do sales professionals have total control. Maybe once every month, you will have a customer that will give you total control of the sale. This will be a very easy deal to control and to close. Not ever deal is this easy to close your sale. You will have about 4% of people wanting to buy without any objections or rejections. So how do you take care of the rest of the 96% of the people that don't give you control of the sale? Imagine if we can teach you how to overcome any objection and get exactly what you want. It’s not only possible, we will teach you how to create the illusion of giving control on negotiations to your opposite. When we use the Sales closers way of asking and showing your customers problem in a way of questions you will find your potential prospect persuade on your favor.
By using calibrated questions you will have more effective way to get exactly your terms and negotiation on what you want. These question are design to change your counter part in a way to work with you so you can mind control them and negotiate in your favor. Start with changing you “Why Questions” to “What” and “How”. When you used the why questions it almost seams you are accusing your customer about doing something wrong and they tend to fight with you. At this point you could have done everything excellent, showed that the product or services are what the prospect wants, made an amazing sales presentation and even presented the numbers accurately. If you cannot make them feel good about their purchase you are a dead duck, nothing will happened.
One way to persuade your prospect into thinking they are in control is to start by asking people questions the love to answer. People love to be ask 2 things, how to do things and can you help me to accomplish something. I don't care where you are from the planet, if you asked your counterpart how to do something people will be more actively likely to participate and if you ask them for help people will love to help. Now, if you asked for help, people are always in the mentality that they want to help. It’s a natural reaction to all humans to help, it’s the feeling the people get when they accomplish this task. They will even go out of their way to help you out.
Executing The Control
When you switch the “Why’s” for “How and What” they become more powerful to strike your customers reasoning. They become more direct and effective to persuade your prospect to act on what you want them to do. This actively demonstrates how your prospects will acknowledge the understanding from your side. For the exact purpose that everything you will ask with the “what and how” will become more effectively and make your prospect come to reason with what you are proposing to them. The “how and what” questions should should like the following:
Customer : Sorry, I don't like the Price. The Price is too much for what you are asking. I need a lower price.
Closer: “Mr. Customer, how am I supposed to accomplish that?”
Here you are taking the accusation felling from the situation. It’s non confrontational and will give the illusion of control to your prospect. You are pretty much telling them “your killing me here”, we can close right now if you simply agree with the right product that you need to solve your product. This example you ask an important question on how to do something and as discussed earlier people love to be asked what to do and how to do something
Here is another example:
Customer: Great product, but we need to wait until next week.
Don’t Closer: Why do we need to wait until next week?
Do Closer: “What’s so important about waiting for next week?”
Do you see the difference on both. . People love this and you will never fail using this calibrated question. When you ask “A what Question” it helps your prospect zero down on the reason why and your can have them realize that it’s not a bad deal. This persuades the prospect to ponder and take your route to close the deal. You are simply creating the illusion of control for your prospect. It’s give them time to realize “hey this guy is simply being real with me”.
Using both you need to remind the prospect that you will always have a fighter in their corner. You will always have their back no matter what problem the might encounter. You provide results and not leaving them in the dark when they encounter any problems, remember you are a problem solver.
To sum up everything that has been stated so far all sales professionals need to address all negative emotions so they wont interfere with you closing. The prospect will respect you more, it requires bold assumptions on how you are not what they think you are. This helps them understand where are you coming from and you are not a person who will play games with them. You take their business serious and like earlier, you will fight in case they have a problem you need to solve.
Lose The Fear Of Losing
Remember never go into a deal with the fear of losing the sale. Humans are like animals the sense fear in a person. If you show or let the opposite sense fear they will walk all over you and take advantage of the situation they are in. They will respect you if you are direct and speak with the truth about their deal. If you can't deliver on a request it’s okay to say no, give them a reason and move on. Used the fear of losing by finding out what is the other side afraid of losing in the deal. This will give you a strong advantage, if you are possible of finding out this fear you will be in control of the situation.
When your prospect is ready to negotiate a deal and finally get ready to close, recognize that they will ask for a fair deal. Usually they will say or mention “fair” and “honest” deal. I call this the Fair Stage of the deal, simply the following the prospect will simply tell you how to close them and if they can get some or any of their request. An important thing to remember is that you need to treat people fairly and understand that if they like you they will buy from you. It’s as simple as that.
At this point you need to listen for any stories about the customer being treated unfairly from other sales professionals. Here is your time to shine, because they are simply telling you what to avoid and like magic you will hit it out of the park. Finally, remember if you are being truly fair with your potential customer they need to understand where are you coming from. Be relentless and express this feeling to them, give them examples and communicate anything you want them to know. They will respect you for being honest and they will close the deal over and over again. It’s as easy as communicating with you potential customer.
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