The point is simple. When you use pressure on a prospect and persist in your efforts to get them to buy, all you’re doing is antagonizing them or turning the prospect off. When a prospect says no, chances are excellent that in their mind they simply do not feel the product—for them—is worth the price you’re asking. Now in most cases you can’t

The “Spare” Close On another visit into his station we were discussing sales strategy, and Tom shared a fantastic procedure he uses for bonus sales. When a car pulls into the station, Tom and his crew check the oil, battery, and water as well as the fan belt. When the fan belt is worn and in danger of breaking, Tom says to the owner of the car,

John Hammond teaches salespeople to stand up, put their hands on their shoulders, and sweep away that little sales-killing devil who is whispering in their ears, “Your situation is different so this doesn’t apply to you.”

“If I were calling on me and made that presentation, would I be able to persuade me to take action on the offer?” Many times when I talk to people about recording their presentation, they say, “Yeah, but, Zig, I don’t sound that way. That person on that recorder, that’s not me!” Well, friend, I’ve got news for you—it is you! Admittedly, there will

they practice the “two-minute drill” more than any other phase of the game, so they are loaded with mental, physical, and emotional reserve. Number three, their objectives are clearly defined.

Lower your voice, look your prospect in the eye, and say, “You know, Mr. Prospect, many years ago our company made a basic decision. We decided that it would be easier to explain price one time than it would be to apologize for quality forever. [Slight pause.] And I’ll bet you’re glad we made that decision, aren’t you?”

The Professional Sells and Delivers

Here is yet another approach to handling the “price is too high” objection: “I’m glad you’re concerned about price, Mr. Prospect, because that’s one of our most attractive advantages. Would you agree that, as a practical matter, a product is worth what it can do for you and not what you have to pay for it?” (Wait for answer.) “Starting with that

She had given me every reason for not buying. Then she bought because she had that lifetime desire to own a really nice, matched set of cookware.