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How Your Spider Senses Can Cost You Money
Prejudging
Remember how Spiderman had that
ability to sense when something was wrong...you know his "spider
senses were tingling". Would that be handy in sales? Sure, but few
salespeople (despite what you may have heard) actually
have superpowers. Sometimes we think we have have "spider
senses" when it comes to whether our customer is going to buy
or not but relying on a superpower you don’t have, could cause you
to miss big sales and big opportunities.
On today's show discover:
spider senses (at least not when it comes to sales);
good way to go;
salespeople use to earn big commissions!
Subscribe to KO Sales Coach iTunes | Android | Email | RSS | More
Subscribe Options
Leave a Rating and Review in iTunes
Sales is full of surprises! Like
when you’re working with someone you thought for certain wasn’t
going to buy and then all of a sudden they say “I’ll take
it”
If you’ve been in sales for any
length of time, chances are really good this has happened to you.
It’s still a surprise because it doesn’t happen that much. Most of
the time when you think someone isn’t going to buy, you’re spot on,
right?
Prejudging Costs Money
You know prejudging customers is
something that has probably resulted in hundreds of thousands of
miss-opportunities. Have you ever said “I knew she wasn’t going to
buy” (don’t worry we’ve all said it before) but the question is did
your pre-conceived opinion influence what you did? Did she not buy
because of the way you approached the sale? ... and for that matter
would you rather be
and poor or
and rich?
You know we sometimes think we can tell if our customer is going
to buy and we use things like, they way someone talks, the
questions they ask, the way they look and even where they live
(none of which is an accurate indicator of someone’s desire to
purchase a product)
When you approach a customer thinking they aren’t going to buy
it influences what you do. You don’t take as much time, you skip
steps, you go right to the close. It can even impact the tone of
your voice and how you come across. And what happens? The
customers who weren’t going to buy won’t and some of the customers
that were going to buy won’t....but you’ll be right...they weren’t
going to buy anyway... (just hard to make that car payment being
right).
But what if you approached every
customer as if they were going to buy? How would that change
things? You wouldn’t cut corners, you’d have a more enthusiastic
tone in your voice and you’d be friendly. And the customers
that were going to buy will buy and some of the customers that
weren’t going to buy, will buy too!
A True Story
Boyd was a salesman at a local
Chevy dealership. He was sitting at his desk finishing up some
paperwork when he noticed a Blind man in the showroom with his
seeing-eye dog.
He also noticed that all the other salespeople were ignoring him
and he thought to himself “he must be lost”. So he went
up and asked the blind man if he needed any help. The blind- man
(Roger) said yes, and told Boyd he was looking to buy a truck.
Boyd’s first though was “this guy must be messing with me, but
I’ll play along.” “What type of truck are you looking for
Roger?”
“I want a Black Silverado LTZ with Navigation and the
works.”
Again, Boyd was skeptical but
kept playing along. “Sounds great Roger, who is the truck
for?”
“It’s for me”
“Roger, I don’t mean to be rude
but you’re blind. How could you drive a truck?”
“Oh, well my son has a hardship license and chauffeurs me
around.”
In the end, Roger bought a
$43,000 dollar truck right on the spot. Boyd was thrilled! The
other salespeople were kicking themselves for listening to their
“spider senses” and ignoring a blind man shopping for a car.
Going for No
But can your spider senses hurt
you even after the customer says yes? Yes!
After your customer says “Yes”
to your main offer your next job is to Go for the No. What?
Why should a salesperson EVER go for the no?
Well here’s a quick story from the book
Go for No! Yes is the Destination, No is How You Get
There by Richard Fenton that explains it.
A new salesman just made a huge sale over $1000.00 in clothes to
one customer. He was really excited because his District Manager
was visiting the store and he was sure he’d get some kudos and
"atta boys" out of it.
Sure enough the DM came over and congratulated him on a fine
sale and shook his hand. Then he asked “What did the customer say
no to?” The salesman said... “nothing he wanted all of it.” “I
understand, said the DM but at what point did he say,
no?” Slowly, the salesman
understood that he was the one who had ended the shopping spree
not the customer. Perhaps the customer would’ve purchased
more.
Sometimes we let our own biases get in the way of opportunity.
For the salesman spending $1000 on clothing was the max he would
ever spend but the customer may have a $5000 limit.
Turn Off Your Spider Sense While You're on The Sales Floor
We’ve talked a lot about money in this episode and of course
sales is about helping your customer solve a problem but none of us
can afford to do that for free. The point is, when you prejudge a
customer and assume they aren’t going to buy, you can’t help them
and you make no money. It’s a lose, lose situation. And if
you impose your spending limit on your customer you take away their
opportunity for another product or service and limit the money you
make.
The pros know to treat every customer as if they are going to
buy and once the say yes Pros “Go for the NO” and continue offering
helpful products and services until the customer decides they have
everything they need.
Today’s One Two
Punch
Treat Every Customer Like
They’re Going to Buy
View all episodes
By Steve StearnsPrejudging
Remember how Spiderman had that
ability to sense when something was wrong...you know his "spider
senses were tingling". Would that be handy in sales? Sure, but few
salespeople (despite what you may have heard) actually
have superpowers. Sometimes we think we have have "spider
senses" when it comes to whether our customer is going to buy
or not but relying on a superpower you don’t have, could cause you
to miss big sales and big opportunities.
On today's show discover:
spider senses (at least not when it comes to sales);
good way to go;
salespeople use to earn big commissions!
Subscribe to KO Sales Coach iTunes | Android | Email | RSS | More
Subscribe Options
Leave a Rating and Review in iTunes
Sales is full of surprises! Like
when you’re working with someone you thought for certain wasn’t
going to buy and then all of a sudden they say “I’ll take
it”
If you’ve been in sales for any
length of time, chances are really good this has happened to you.
It’s still a surprise because it doesn’t happen that much. Most of
the time when you think someone isn’t going to buy, you’re spot on,
right?
Prejudging Costs Money
You know prejudging customers is
something that has probably resulted in hundreds of thousands of
miss-opportunities. Have you ever said “I knew she wasn’t going to
buy” (don’t worry we’ve all said it before) but the question is did
your pre-conceived opinion influence what you did? Did she not buy
because of the way you approached the sale? ... and for that matter
would you rather be
and poor or
and rich?
You know we sometimes think we can tell if our customer is going
to buy and we use things like, they way someone talks, the
questions they ask, the way they look and even where they live
(none of which is an accurate indicator of someone’s desire to
purchase a product)
When you approach a customer thinking they aren’t going to buy
it influences what you do. You don’t take as much time, you skip
steps, you go right to the close. It can even impact the tone of
your voice and how you come across. And what happens? The
customers who weren’t going to buy won’t and some of the customers
that were going to buy won’t....but you’ll be right...they weren’t
going to buy anyway... (just hard to make that car payment being
right).
But what if you approached every
customer as if they were going to buy? How would that change
things? You wouldn’t cut corners, you’d have a more enthusiastic
tone in your voice and you’d be friendly. And the customers
that were going to buy will buy and some of the customers that
weren’t going to buy, will buy too!
A True Story
Boyd was a salesman at a local
Chevy dealership. He was sitting at his desk finishing up some
paperwork when he noticed a Blind man in the showroom with his
seeing-eye dog.
He also noticed that all the other salespeople were ignoring him
and he thought to himself “he must be lost”. So he went
up and asked the blind man if he needed any help. The blind- man
(Roger) said yes, and told Boyd he was looking to buy a truck.
Boyd’s first though was “this guy must be messing with me, but
I’ll play along.” “What type of truck are you looking for
Roger?”
“I want a Black Silverado LTZ with Navigation and the
works.”
Again, Boyd was skeptical but
kept playing along. “Sounds great Roger, who is the truck
for?”
“It’s for me”
“Roger, I don’t mean to be rude
but you’re blind. How could you drive a truck?”
“Oh, well my son has a hardship license and chauffeurs me
around.”
In the end, Roger bought a
$43,000 dollar truck right on the spot. Boyd was thrilled! The
other salespeople were kicking themselves for listening to their
“spider senses” and ignoring a blind man shopping for a car.
Going for No
But can your spider senses hurt
you even after the customer says yes? Yes!
After your customer says “Yes”
to your main offer your next job is to Go for the No. What?
Why should a salesperson EVER go for the no?
Well here’s a quick story from the book
Go for No! Yes is the Destination, No is How You Get
There by Richard Fenton that explains it.
A new salesman just made a huge sale over $1000.00 in clothes to
one customer. He was really excited because his District Manager
was visiting the store and he was sure he’d get some kudos and
"atta boys" out of it.
Sure enough the DM came over and congratulated him on a fine
sale and shook his hand. Then he asked “What did the customer say
no to?” The salesman said... “nothing he wanted all of it.” “I
understand, said the DM but at what point did he say,
no?” Slowly, the salesman
understood that he was the one who had ended the shopping spree
not the customer. Perhaps the customer would’ve purchased
more.
Sometimes we let our own biases get in the way of opportunity.
For the salesman spending $1000 on clothing was the max he would
ever spend but the customer may have a $5000 limit.
Turn Off Your Spider Sense While You're on The Sales Floor
We’ve talked a lot about money in this episode and of course
sales is about helping your customer solve a problem but none of us
can afford to do that for free. The point is, when you prejudge a
customer and assume they aren’t going to buy, you can’t help them
and you make no money. It’s a lose, lose situation. And if
you impose your spending limit on your customer you take away their
opportunity for another product or service and limit the money you
make.
The pros know to treat every customer as if they are going to
buy and once the say yes Pros “Go for the NO” and continue offering
helpful products and services until the customer decides they have
everything they need.
Today’s One Two
Punch
Treat Every Customer Like
They’re Going to Buy