Did He Really Say That?

question-mark-word-tnEveryone in the room was shocked at the response to an objection, John – playing the part of the sales rep – used during role play.

What was even more surprising was the positive effect on the “prospect.”

It was not the normal response to an objection.

In fact, it was the opposite of what was usually taught in sales training classes.

The objection -

Prospect:  “No thanks, we buy from (John’s competitor; let’s call it the ZYX Company.)”

John’s response to this objection achieved his goal of creating trust with the prospect and not sounding “salesy.”

After all, John was being truthful – based on his research and knowledge of competitors.

He knows what his competitors can offer and cannot offer.

He also knows which items the prospect uses.  (The result of very good research.)

The response that surprised everyone

John:  “The ZYX Company is a good competitor of ours.”     (What?)

This response validated the prospect’s decision to buy from the ZYX Company and eliminated any pressure the prospect may have felt.

John continued (in a friendly tone of voice):

“However, they don’t stock the [item the prospect uses] and we do provide that and can ship it to you tomorrow.  How many do you order each month?”

I found out that John’s response to this objection results in a sale for him 95 percent of the time.

This knowledge of competitors impresses most prospects and leads to the creation of trust and more sales!

You can find out more about how to win against the competition in my new e-book  “Yes – You Can Win Against the Competition and Grow Your Business with Smart Marketing!”
(Whew – long title.)

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  • The top reason buyers will believe you are the first and best choice!CLICK HERE to see more info about this powerful new e-book.