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REMEMBER: As is well documented, industry wide, about 80-85 out of every 100 sales guests who preview a TS Plan simply say ‘No Thanks’ at the end of the presentation, grab their gifts and down the Camino they go!
There are several causes for this including a less than stellar sales presentation (and closing techniques) but there is another reason, a big one, why many prospects say ‘No Thanks’. That is because they often perceive that it is safer to do nothing (today) and there is no more telling signal that a prospect is ‘concerned’ than when they cling to the old ‘…wanta think about it…’
The seasoned closer will indeed probe that response, but when ‘like’, ‘use’, ‘want’, ‘need’ and ‘affordability’ have been firmly tied down and yet there is no affirmation to become an owner ‘today’, there is likely a ‘safety issue ‘ (aka: making a bad decision, fear of losing money) on the prospect’s mind. That concern often originates not from the TS plan itself, but from the rep because of something they said, their mannerisms, appearence and/or attitude, etc.!
At the end of the day the sales adage that the customer first ‘buys’ and then ‘trusts’ the rep should not be taken lightly, especially in our business when we’re asking for a lump sum of money upfront and a financial commitment for many years to come. It is the savvy TS pros who conduct themselves as trusted business professionals at all times that will eliminate the ‘safe-answer’ harbor and laugh all the way to the bank.
TODAY’S VIDEO: George Carlin – Fear (salty language alert…)
(To view ALL of the Morning Meeting sales tips and videos, click here.)