Here's a great tip from sales trainer and referral expert Bob Burg that you can use when attempting to set a presentation with a new prospect. Try out the phrase "may or may not."
"Ms. Prospect, I have an idea in which you 'may or may not' be interested."
Why is this phrase so effective? Because you have just positioned yourself to your prospect as being both honest and non-pressure (both of which, of course, are true).
"After all, a salesperson can't get much more honest than to tell their prospect that they have something that 'may not' be of interest," says Burg. "And, with that statement, the prospect can't possibly feel any pressure. This is an example of the "out" or "backdoor." The bigger the backdoor you give someone the option to take, the less they feel the need to take it."
Bob Burg is the author of "Endless Referrals," "Winning Without Intimidation," "The Success Formula," and co-author of "The Go-Giver." Learn more at his website, www.burg.com
Showing posts with label honesty. Show all posts
Showing posts with label honesty. Show all posts
Friday, August 29, 2008
Thursday, August 16, 2007
Don't 'Be Honest' and Make More Sales
Sales trainer Al Uszynski explains how an overused phrase can actually hurt your sales.
"To be honest with you ..."
Why do people feel the need to announce their honesty? Does this mean that they're lying otherwise? Generally, people use this phrase to set up a statement that might be inconsistent with the goals they are trying to achieve, for example, "To be honest with you, our competitor's system is somewhat faster."
The alternative is to omit the "be honest" phrase altogether and get to the point. If you feel compelled to announce that you are being upfront, Al suggests replacing the phrase with one word - candidly. It's simple and it focuses more on spontaneity than honesty. As Al so rightly says, "It goes without saying that we should always be honest - and when we are, it's much easier to remember what we've said!"
Al Uszynski is one of 50 top experts featured in Top Dog Sales Secrets. Al has over 17 years' experience as a sales professional. From sales rep to national sales manager, he has sold for small companies and big companies alike. Today he provides customized training programs for clients like Bloomberg, Philadelphia Weekly and Hunter Douglas. You can reach Al by visiting his website or by calling him at 877-49-SALES.
"To be honest with you ..."
Why do people feel the need to announce their honesty? Does this mean that they're lying otherwise? Generally, people use this phrase to set up a statement that might be inconsistent with the goals they are trying to achieve, for example, "To be honest with you, our competitor's system is somewhat faster."
The alternative is to omit the "be honest" phrase altogether and get to the point. If you feel compelled to announce that you are being upfront, Al suggests replacing the phrase with one word - candidly. It's simple and it focuses more on spontaneity than honesty. As Al so rightly says, "It goes without saying that we should always be honest - and when we are, it's much easier to remember what we've said!"
Al Uszynski is one of 50 top experts featured in Top Dog Sales Secrets. Al has over 17 years' experience as a sales professional. From sales rep to national sales manager, he has sold for small companies and big companies alike. Today he provides customized training programs for clients like Bloomberg, Philadelphia Weekly and Hunter Douglas. You can reach Al by visiting his website or by calling him at 877-49-SALES.
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