I was on the line with a salesperson.
The guy, Joey, was trying to sell me some kind of sales funnel and product-creation course.
I’ve heard lots of these sales pitches (everyone follows the same process), but I patiently listened to Joey and answered his questions.
What I really wanted to know was the price for his offer and what all came with it — but I understand that he needed to follow his company’s sales process.
By the time Joey finally got around to the price, I knew that I wasn’t buying.
The product wasn’t compelling. Joey was not a very good salesperson, and his people skills were worse than his sales skills. Joey struggled to weave his sales pitch into smooth, comfortable conversation (whose importance rises the higher the price of your product).
As a matter of fact, I don’t think Joey was capable of a “smooth” conversation even without the sales pitch element. Joey isn’t the kind of guy who should be working in phone sales. It’s not in his zone of excellence.
Either that, or he needed a lot of training.
Anywho, Joey announced the price with a verbal “thud” that would have you second-guessing even if you DID want to buy the product.
I told Joey that I wanted to think about it — could I get back to him in 48 hours with a definite yes/no?
I already knew my decision was “no” — but I’m a salesperson. I wanted to see how he’d been trained to handle the question. I might get a good idea from observing him.
Joey didn’t answer my question. He instead cycled into his what-to-do-when-your-prospect-doesn’t-say-yes-material.
I could sense his lack of feel with the tactics that followed.
He asked me why I wanted time to think. (Because I did.)
He asked if it was the price that was holding me back. (No.)
He reiterated how his product could easily help me solve my problems. (Yeah, yeah, I know.)
He even went as far as to say that he didn’t understand why I wanted time, when he felt that he had clearly laid out how his product was exactly what I needed. (Negating my statement — not a good thing to do.)
(You, reader, should understand that listening to Joey’s speaking of the above objection-handlers was MUCH more excruciating to experience than it was to read just now.)
I maintained that I wanted time.
Joey finally got off of his cycle of responses (he had used each one at least twice before I informed him that simply repeating himself wasn’t going to close the sale) and told me that while he could give me time, it came at a cost: I’d need to make a deposit for the privilege of thinking about it.
If I decided to not buy, the money would be refunded.
I’ve been in sales for a long time. I’ve never heard of anyone doing this. Maybe I just haven’t been paying attention.
This part in particular wasn’t Joey’s fault.
He works for a company, and he was simply following the process that had been handed to him. I highly doubt any of their prospects has ever gone for it, though I may be wrong.
I told Joey that there was no way I was going with the deposit-to-think-about-it option. He could either give me 48 hours, or I was out.
Joey didn’t like this turn of events.
You see, on these phone conversations, especially with internet marketing people, they like to feel as if they’re always in control of the conversation. Everything that happens needs to be situated as if on their call, not that of the prospect.
So when I gave him an A/B option, I’d disrupted his process. And he had nothing left.
The call ended when Joey told me that he would have to pull the offer — and subsequently hung up on me without saying goodbye.
I already told you what I saw as some of Joey’s areas for improvement. Aside from my subjective observations, though, Joey’s biggest problem was that he lacked closing material.
In sales, I’ve heard people say that the sale begins only AFTER the prospect has said NO. I don’t know if that’s true, but here’s what I do know: if you don’t have the tools to handle those “NOs,” you won’t make many sales.
My NO had rendered Joey a deer in headlights. It threw him off of his game. And he lacked the skills to think on his feet.
That hole in his game cost him a huge commission payment.
Most of life will not go according to your script. And if you are prepared only for everything to go perfect, everyone following your ideal vision, you’ll end up like Joey: lost and exposed.Most of life will not go according to your script. And if you are prepared only for everything to go perfect, everyone following your ideal vision, you’ll end up like Joey: lost and exposed. Click To Tweet
Make plans. Study them. Have them ready. Hope that they work. But prepare for them not to work as expected — and prepare for what you’ll do then.
That’s when you show your true game — if you have any.Make plans. Study them. Have them ready. Hope that they work. But prepare for them not to work as expected — and prepare for what you’ll do then. That’s when you show your true game — if you have any. Click To Tweet
If you happen to be a salesperson, read The Seller’s Mindset so you never get caught out there like our friend Joey — even if you’ve never sold anything in your life.
Get it here: http://WorkOnMyGame.com/Sell
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