http://saclongchamp4.webs.com/ RKEY RKEY If you walk into a car showroom or a furniture store,abercrombie, salespeople are waiting to pounce on you,converse pas cher. The phone solicitors drive you nuts trying to make sales.
You become almost paranoid of salespeople,abercrombie kids. Due to the overload of salesperson pressure syndrome of constantly replying negative, your reaction process changes from your conscious mind to your subconscious. Think of how many thing you do subconsciously (without thinking them out). This is where your automatic no is implanted,abercrombie outlet. At this stage saying no to a salesperson is set on automatic.Remember that the conscious mind respond to what your subconscious has learned.
HOW YOUR MIND HAS BEEN OVER TRAINED TO SAY NO
Let’s use the example of someone calling you to switch telephone service. (Questions and Answers) Remember that the sales agent is reading from a script, and must not stop until he is told “NO” at least 8 times.
1. Q = If I could show you a way to save money without losing any benefits, you would be interested,sac a main longchamp pas cher, right? A = No (your subconscious is thinking salesman = no. So don’t give a commitment answer.
2. Q = I’m sure that if I could lower your rates, then it would help you, right? A = N0 (my phone service is fine, I didn’t request a change. I’m not a prospect, but a longshot suspect),converse solde.
3. Q = For our new customers, we are providing a new red phone, isn’t that great? A= No (I like my phone and don’t like red)
4. Q = I need to know how much your current telephone bill totals, this way I can tell you how much money I can start saving you? A = NO (Your brain thinks It’s not really any of his business)
5,sac longchamp. Q = We save the average customer, over 20%, and that savings could be yours okay,sac longchamp pas cher,abercrombie 87486
http://saclongchamp5.webs.com/? A = NO (Your brain is going into automatic NO mode).
6,longchamp pas cher. Q = We will have a representative in your area on Thursday afternoon, will this be good for you? A = NO (I’m trying to get this pressure loaded salesman off the phone),sac longchamp pas cher.
7. Q =. Well our offer is for a limited time, the next 30 days, so will next week be better? A = NO (your are getting upset and want off the phone)
8. Q = How about faxing me your current bill, and I will get back to you? A = NO (at this point,converse all star, that’s 8 times you said no, so you hang up the phone. You just defeated ANOTHER sales person.
Congratulations on making it through the hard way, that took a lot of patience,longchamp pas cher. My mind is trained, like yours, that whenever a sales agent wants me to say “Yes”, I think the opposite,converse pas cher. I don’t want to be mean, but my patience level with script salespeople is very abrupt. When I get the “If I could show you a way”, my mind is already thinking of getting get off the phone quickly. I respond by simply saying “not interested”, while hanging up the phone as the salesperson is still talking,abercrombie.
Never work hard trying to overcome no answers. Sorry sales managers if that just hammered your ego into tiny fragments.
If you ask a client if they want to benefit, their brain automatically responds “no”. What how a prospect’s mind works. Tell you client they can afford it, and automatically they think no. Instead say, “Maybe this is more than you can afford,sac longchamp.” Your client’s mind instantly thinks “who is he to tell me I can’t}.
THE ART OF NEGATIVE SELLING is a technique not found in any sales script or taught by hardly any sales managers. It is not so much negative, as it is opposite. What you are doing is asking for information and questions in a way that your prospect has extreme difficulty answering automatically,longchamp pas cher. Plus you have to have the nerve to make your presentation plan the opposite any other salesperson,converse all star 69366
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MY EXAMPLE. Years ago I developed an entirely different technique selling insurance to senior citizens, that would be just as effective as today. First, when I had a number of leads or senior citizen in one area, I was ready to start selling. I made sure NOT to call for an appointment. Everyday salespeople call prospects to make an appointment, If they succeed, the prospect has days to practice his plan of resistance. By not calling, I never gave the client the chance to say NO. I’ll take my chances face to face at the client’s door,prix converse. Arriving at my destination, I would have left the suit and tie at home (big I’m a salesman signs). In turn I knock on the door in casual entire, and wind blown hair,. My first question was,converse all star, “My name is Don and I’m here to explain your Medicare and Insurance benefits,converse pas cher all star, I took the chance you would be home.” “Is your spouse here also?”,converse pas cher. Her response, “Yes, let me get him,converse homme, come on in.” I caught them off guard by my sudden visit, and I never asked them it this was a good time,abercrombie outlet.
I then said, “This will take about 20 minutes to explain your government benefits and insurance,converse pas cher, can we sit at the table”. Reply was “yes”. I was keeping command, not allowing the prospective client to control me. Next, I said “could you bring out any insurance policies you have so you can see how they fit with your federal benefits”,sacs a main longchamp. Response was, “Yes, I will get them.”
Now I had all the ammo I needed. I quickly explained the benefits of Medicare and their Medicare supplement policy, along with the lack of long term care benefits for nursing care. I then ask,longchamp moins cher, “Do you know of anyone who ended up in a nursing home,converse all star, or had to have a nurse come in to provide services.” Of course the answer was yes. I then take a chance (closer test),sac longchamp, and say, “You probably have enough money put away to handle a couple of years of care, right? After watching grass grow, one of them would reply “probably not enough”,abercrombie kids. I then say, “let me take 5 minutes showing you two options that might be of benefits. First a low to medium cost plan is presented,chaussures converse femme, followed right away with a higher benefit. higher cost one,Become A Master At Negative Selling,sac longchamp. My next statement is. “you might not ever need either of these, and the higher cost one you might not be able to afford, so which one looks best? Their minds start spinning with thoughts like “what makes him think I can’t afford it, and how does he know I or my spouse might not have a sudden health turn. More often than not they will choose the higher premium plan, and if one spouse says “I don’t know”,converse all star, then the other says “if you won’t pay for it, I will”.
Overcome the objection “I’m undecided, and I need to think about it, I’ll give you a call” If you believe you still have a good chance, you don’t. The prospective client has put himself back in charge. Your chance of going all the way back is less than 5%. At this stage my confidence is still riding high. I feel that I am at least 55 percent still in control,sac longchamp pas cher. Show the client the stack of lead cards (make sure there are at least 30), and say ” I still have all these people to explain benefits to in the next couple days. “Could you please help we out, by telling me if either you can’t afford it or you feel you could afford paying these expenses on your own? Keep absolutely quiet, this is your final chance. You threw him a curveball and fastball at the same time,converse all star. So shook up his automatic reaction process,. This is where the other spouse will often say, “Honey,longchamp sac, we really should protect ourselves, which one should we get?” Wham, you write the applications.
You can win them all,sac longchamp pas cher, as all prospects are not buyers. Throw all your chips in and ask this last question,converse pas cher. “You know, I really learn a lot to talking to so many seniors like you. Can you please tell me what I said wrong.” This last question will get another 5% to fold their defense. If you didn’t close, just tell yourself or even them “well it’s your possible loss,sac longchamp solde 57287
http://saclongchamp5.webs.com/,Become A Master At Negative Selling, not mine”, and go on to the next house. Remember that the older your client is, the more times the brain has automatically been trained to say no.
Turn off your prospect’s always automatic running negative response about salespeople. until. You have to start instantly at the front door or you might get kicked out the back door,longchamp pas cher.