In Your Prospects Best Interests

August 26, 2012 7:14 am

My wife and I were given a ‘free’ night at a luxury resort on the one condition that we attended a 90 minute session to hear about the time share offers they had available. We went through the talk quite impressed by what they were offering and then afterwards were directed into a room with one of the salesman. At the end of our discussion he then said the following words, “now, I will give you both a few minutes to discuss this wonderful opportunity.” I responded by saying that we never make on the spot decisions and would prefer to discuss this and come back to him later. That caught him from left field and landed a blow to the effect that displayed immediate disappointment on his face. And he never rebounded. He quickly shut the meeting down, showed us to the door and we’ve never heard from him since.

Some lessons for all of us in sales:

1. Treat people with respect, with THEIR interests as center, not yours

2. When they say they won’t be making a decision on the spot, respect the person and instead of showing disappointment simply say “yes, it is a big decision and you need to make sure you are very comfortable in what you decide. May I ask what the main reason is for not being able to make a decision today? Is it the money?” If they say that no, it isn’t the money then ask what the main thing is holding them back at this point.
By going down this track you have shown respect, kept the conversation and relationship flowing and are now getting to the key objections by asking “is it the money?”

3. If you don’t end up with the sale, keep in touch. Ask permission to contact them at a set time within the next week, add them to your mailing list with their consent and reinforce that you have their best interests in mind.

When it comes to sales, it’s all about the buyer not the seller.