I am a closer in the office and out of it. I can talk just about anyone into buying a product. Sales is one of the hardest jobs in the world. Imagine having seconds to make someone like you, trust you, and want to listen to you; minutes to make them want what you have and whip out that credit card. It’s psychological warfare and you’re the target.
So just what does a closer (salesperson who can sell anything) hear when you say…
I Don’t Have Any Money:
Of course you do! I just haven’t given you a reason to want to part with it yet.
Any salesperson worth his salt knows that 2 out of 3 people who say this are lying. In fact, this is one of the oldest excuses in the book that people use when they don’t want to tell you the real reason they don’t want to buy. An average salesperson will hear this and move on; missing 66.666 percent of sales. I would find out if it were true.
I’m Not Interested:
Not yet you aren’t! I’ll take care of that in 2 seconds!
I need to step it up with you and find what makes you tick. A closer isn’t going to let that old excuse even register. When someone said that to me, I wouldn’t even blink. If someone wasn’t interested, they wouldn’t fill out a contact form, set up a meeting, come to the office, or request information.
I Have to Ask My Spouse:
I’m going to empower you to make a decision on your own!
A lot of couples make decisions together. That’s normal for a great majority of people, but no good for a sale that needs to be made. A closer is not going to let that statement deter him because deep down, all people really want is the approval of their spouse. They want the spouse to be happy about what they bought, to think they got a good deal, and almost always, to not be upset about the money they spent. A closer will make sure that your spouse will be happy too.
I’m Too Busy to Talk:
Then you wouldn’t have answered the phone!
Almost every person who answers the phone and finds out it’s a salesperson will say this. They will say it before they even know what you’re selling. You could have a vacation that someone won for free and they will say this. A closer will tell you they will hurry and give you a regular pitch. Why? Because if they hurry too much, you won’t be truly sold on the product and you will not buy. Hurrying is an injustice to you if you truly miss a great deal. If you really don’t have time to talk, just hang up. Don’t waste your time or theirs.
I’m Too Sick:
That’s why you need this!
This reason for not buying would stop most any salesperson (even great ones) from continuing with someone, because it feels immoral to pressure a sick person. The truth is, and I know this from personal experience (cancer/hospice myself), one of the worst parts of being sick is that people treat you like you have one foot in the grave. If someone told me they couldn’t travel because of illness, I would simply tell them why it’s important to continue to make plans and have things to look forward to. It’s okay to dream even if you may not make it. The company I worked for would also refund someone if they could never travel or a spouse passed away. Only amazing salespeople who truly care about other human beings will be able to pull this off. Fake, pushy, or ‘in it for the money’ types are pretty easy to spot. Don’t buy anything from someone like that.
Did You Know?
Salespeople do have hearts and morals; at least the great ones do. That’s exactly the reason they excel at their job, because they truly want to make it work for you! A great salesperson will never sell a product that they wouldn’t buy themselves or work for a dishonest company (scams give all salespeople a bad name).
When you say you don’t want to buy, a great salesperson won’t shove the product down your throat, they will simply show you the reasons you should buy and let you decide for yourself. Yes, sometimes we have to use psychology to get past your defenses, but any average Joe won’t be able to do that. So don’t worry. If you end up buying from a salesperson and it surprises you; odds are good, they know what they’re doing and you’re in good hands. Look for confidence, real sincerity, and a happy salesperson. That means they’re good at what they do.