How to Sell to Couples

In consumer sales, you will often have the opportunity to sell to couples the opportunity of owning your product or service. In many cases, they will close each other on the sale. That’s my favorite time! When one or the other spouse is favorable to the decision, don’t jump right in to close. Wait to see how they work through the decision.

There will, however, more likely be  times when they’ll both sit on the fence. When that happens, I suggest trying The Best Things in Life Close. What you do when using this close is to compare this buying decision to other decisions they have made and have been happy with. It’s especially helpful when they’ve admitted they want the product, but they’re just struggling with saying “yes.”

Here’s what I recommend you say: “Isn’t it true that the only time you have ever really benefited from anything in your life has been when you said ‘yes’ instead of ‘no?’ You said ‘yes’ to your marriage (optional — and I can see how happy you are). You said ‘yes’ to your job, your home, your car — all the things that I’m sure you truly enjoy. You see, when you say ‘yes’ to me, it’s not really me you are saying ‘yes’ to, but all of the benefits that we offer. Those are the things you really want for your family, aren’t they?”

Of course, you would not use the optional phrase of “and I can see how happy you are” if the air is charged with disagreement. However, if they do come across as a happy couple…a united front, give it a try. These words have been proven to change the mood of the sale quickly and help buyers say ‘yes.’

Copyright Tom Hopkins International, Inc.

Low Profile Selling

35312closed saleWhat do salespeople really do when they close sales?

When I wrote the book Low Profile Selling, I wanted to get away from the term “closing” because it’s considered by some as too hard-sell. So, I decided to use the word “consummate” instead. In the dictionary, the word “consummate” means “perfect ending.” I like the sound of that and the image it brings to mind. It’s the perfect ending. Everyone is happy. The new client is happy with the benefits they’ll receive. You’re happy because you now have a new client. Your manager will be happy because you moved product. Everyone is happy. [Read more…]

Closing Strategies, “Not in budget”

When you are working with purchasing agents or heads of households, they will often try to stall you or dismiss you by saying the purchase of your product just isn’t in their budget. For some, it can become reflexive to say that. Rather than let the impersonal budget stand between you and a potential sale, get them to admit who is in charge of the budget. Then, sell the value of your offering over the value of sticking to something that was created before they even knew your benefits were available.  [Read more…]

Sales Close for “I just don’t have the time.”

When someone says they don’t have time for your opportunity, to book a party, or even just to meet with you, with sincerity say, “I understand, Mary. We all have 24 hours in a day, don’t we? Most people work eight hours. Then, they sleep about eight hours. That leaves eight hours every day of what we can call discretionary time. That means, we get to choose how to spend those hours. I like to call it ‘opportunity time.’ What I do with my opportunity time makes all the difference in the amount of success I achieve in my life, don’t you see? A lot of people who take advantage of the benefits our business has to offer only invest a couple of hours a day in the business. They still find that they have plenty of quality time left for family and other obligations. Why not at least consider the potential gain you can get with a relatively small investment of time?”

By asking questions as part of your response to “I just don’t have the time.” you are getting them started agreeing with you. Of course, they’ll agree there are eight hours of discretionary time. It’s simple math. They’ll agree about whatyoudo with your time and once the ‘yes’ momentum is going, more often than not they’ll agree to take a more serious look at your opportunity.

For a free e-book titled, “Helping New People Get Comfortable with Network Marketing,” CLICK HERE.

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack (judys@tomhopkins.com).

What to Say When You Hear “I want to think it over”

If you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” Why do they say it so often? Because with average salespeople it works. It stops them dead in their tracks.

But, I know that you don’t want to be average. You have set your sights on being a champion salesperson. Your aim is to serve more clients than the average salesperson. So, you learn and prepare yourself to overcome the most common objections.

So, let me give you the answer you’ve been waiting for. Whenever you hear a buyer say, “I want to think it over,” “We’ll sleep on it,” or “We’ll get back to you,” it’s very likely that they like what you’re offering and are feeling compelled to own it. These stalls are just their way of slowing down that buying momentum because they’re a little afraid to part with their hard-earned money. [Read more…]

The Inflation Close

As much as we all hate the idea of entering a period of inflation, indicators are showing that there is very likely going to be one in the not-too-distant future. I don’t want you to be caught by surprise or to wonder how to make sales during an inflationary time. The recent Great Recession has been tough enough. Let’s be well-prepared to sell during the projected upcoming inflationary times.

The Inflation Close is used to help people rationalize parting with their money for something that either earns a greater return than the inflation rate (such as certain investments) or to improve their lifestyle with products and services whose investments are likely to increase. [Read more…]

The Alternate of Choice Close

In my sales training, the Alternate of Choice question is usually used to get a date or time commitment to visit with a future client. The Alternate of Choice is a question with two answers — either answer is an agreement. The key is to give two solutions that both lead toward the sale.

Another great use for it is regarding a location for a meeting or to deliver product. By giving two choices, one or the other is usually chosen. This is much better than what happens when you give one choice and the only other option is “no.”

The Alternate of Choice can also be the most simple close you will ever use.

Phraseology: “John, you’re really a whiz with that new software today. Would you prefer to train your staff yourself, or shall we provide the training?”

Either way, he needs to own the software in order to train, doesn’t he? [Read more…]

The “I can get it cheaper” Close

Even if you’re brand new to selling, you will have likely hear this one from clients. Nearly all of them say it. Some may use differenet forms such as wanting to shop around or look for a better bargain but it means the same thing. It’s nothing more than a little sign of fear on the part of the buyer.

Their fear is twofold. One fear is that they’re making a bad decision. The other is that they will part with too much of their money for what they’re gaining in benefits. Either way, they’re telling you that they do want your product. Your job is to calm those emotional fears and help them to rationalize the decision. [Read more…]

The Similar Situation Sales Close

sales clsoeThe Similar Situation Sales Close

Relating a story of someone else who was in a similar situation as the future client is always effective because the client will identify with that person. Tell the future client about someone who procrastinated and wished he/she hadn’t or conversely, someone who didn’t procrastinate and received tremendous benefit from making an immediate buying decision.

Phraseology: “You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.”

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

The Oblique Comparison Close

When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. (They didn’t say, “it’s not right for us” or “we don’t want it.”) They now need your help to justify or rationalize going ahead.

Your first move is to use the Reduction to the Ridiculous close (in the June issue) to get them thinking about the smallest amount of money that’s holding them back. If the fact that the amount is kind of ridiculous doesn’t overcome their concern, your next step is to us the Oblique Comparison Close. It is simply a strategy where you compare that small daily or hourly amount to something they might consider doing or giving up that costs the same amount in order to gain the benefits of your product.

The phraseology might sound something like this, “John and Mary, you seem to really want this new living room suite. With the investment being only $2.25 per day more than you had originally hoped, what do you think you could do to come up with that extra amount? Think about how you spend your money on a daily basis. What might you be willing to give up in order to have these beautiful pieces in your living room?”

Chances are good that if you’re talking with a couple, one of them will pick on another’s bad coffee habit or waste of gasoline running oddball errands instead of grouping them together. Or, they may just decide to cut back on their consumption of soda or sweets. It doesn’t matter how they do it, what matters is that they are the ones talking themselves into owning the furniture at this point. Your work is done…all except the paperwork.

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).