Sales And Management Solutions

 
If you are having less success than you'd like closing sales and overcoming objections just think back to when you were a teenager. You will discover something interesting. You were born knowing how to overcome objections but somehow over time, it gets worn out of us. Let's remember back to when you wanted the car for a date on Saturday night.

Did you say, "Dad, could I have the car Saturday night?" If he said "No" did you say, "Here is my card, I'll be in all week, just call me if you change your mind"? How about the popular, "Well I certainly don't want to pressure you, just call me when you have made your decision"? How did we handle this kind of sale when we were teens?

Restate The Question

One of the techniques we all used as teen was to restate the request. We would just keep asking. Now, teens can be a bit annoying with this one but as salespeople, you can restate a few times by changing the words a little without being offensive. You might go over three things the customer really liked and end with, "When you look at all the benefits you liked, it only makes sense to go ahead. I'll get the paperwork started". Next, you could try something like, " I know you have some misgivings but as you can see, the benefits outweigh the risks. I'll get the paperwork started". You need to practice and rehearse 10 ways to restate and don't be afraid to use them. You had the courage when you were seventeen, you can get it again in your sales career.

Change The Offer

Another effective teen technique is to change the offer and try as many as required to get what they want. Using the car example again, a teen who has been refused might try, "Please? If you give me the car, I'll clean the swimming pool for a month." If that failed they might try, "Please Dad. If you do, I'll babysit three times so you and Mom can go to dinner". Another, "If you do, I'll never ask if I can get tattooed again". This technique can be easily applied to sales. It will definitely help you close sales and overcome objections. You can offer discounts, you can throw in extra equipment, extend warranties and do all manner if things that changes the offer and sweetens the deal.

Do these teen techniques work for teens? If you look at the number of teens who seem to have what they want, it sure seems to. Better yet, think back and ask yourself if it worked for you? I bet it did. As we said at the beginning, you never see a teen ask once and then hand out a card and ask to be called if the customer reconsiders. Maybe this means you should never do that as well and you should practice reverting back to the techniques that worked when you were a teen. These techniques helped you then and they will work for you now as well.