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  • - Sure, put that quote in writing and send it to me.

  • (gentle music)

  • Now if you're selling B2B, business to business,

  • or B2C, you hear this a lot, right?

  • Sometimes the prospect says to you,

  • yeah, all right, just put that in a quote,

  • you know, send it to me, email me,

  • or something like that, right?

  • That happens a lot.

  • Now, very often, it is a lie. Prospects lie.

  • So as a sales professional, what we wanna do

  • is we wanna get rid of the smoke and mirrors,

  • we wanna cut to the chase,

  • exactly how qualified is this prospect?

  • Now sometimes when we're closing,

  • we're so afraid to be direct.

  • Why are we afraid to be direct?

  • Comment below.

  • Why are we so afraid to ask direct questions?

  • Because you're too attached to the sale.

  • You want the sale so bad, you want the commission.

  • No, you cannot do that.

  • The harder you qualify, the easier it is

  • for you to close, always remember.

  • So ask qualifying questions.

  • I wanna make sure if someone says that to me,

  • hey, you know what, send that quote to me,

  • put that quote in writing.

  • I wanna know what's gonna happen,

  • so today I'm gonna give you three ways

  • to handle this objection.

  • Mr. Prospect, I'll be more than happy to,

  • based on what we've discussed so far,

  • does this sound like something you would go with?

  • You see, the power of that question is this,

  • first of all, you agree with the prospect.

  • I'll be more than happy.

  • Don't say oh, I'm not gonna send you a proposal.

  • No, I'll be more than happy to.

  • Based on what we've discussed so far,

  • what we've talked about so far,

  • does this sound like something you would go with?

  • I just wanna see, I wanna gauge the interest level, right?

  • Are we gonna do business today,

  • or are we gonna do business a month from now,

  • or a week from now, I wanna know.

  • If there's another objection that they're thinking,

  • I want them to bring it up.

  • So he might say something like well, you know,

  • actually, you know, even you send it to me

  • it just, it's not what we're thinking at the moment.

  • Or your product or your service, your software,

  • it doesn't quite exactly fit exactly what we're looking for.

  • That's okay, I wanna then deal with the real issue.

  • Not the smoke and mirrors.

  • Way number two, Mr. Prospect, I'll be more than happy

  • to send you some quotes in writing.

  • I'm just curious, how does this compare to other quotes

  • you've received so far?

  • You like that, now see very powerful.

  • Why is that so powerful?

  • Because I wanna see who else is he talking to, right?

  • Is he thinking about price, or is he thinking about value?

  • I wanna know, right?

  • More than happy to, first of all,

  • always agree with the objection,

  • agree with the prospect first, right?

  • And then say well, how does this compare?

  • What is he thinking, I wanna know

  • how does this compare to other quotes

  • you've received so far.

  • Now he might say, well actually

  • we have not talked to other people yet.

  • Okay, that's good to know.

  • Or yeah actually I'm planning to talk to two more vendors,

  • and see what kind of quotes we get.

  • Or he might say you know what?

  • Yours is actually a little more expensive

  • than some of the people that we're talking to.

  • Then it's a question of price and value, right?

  • And in other videos, I've already taught you how to handle

  • some of those value kind of questions, right?

  • If they have an objection in terms of price.

  • So that's the second way you can handle this.

  • Number three, when clients say,

  • yeah put that quote in writing and send it to me,

  • you can also say, absolutely, I'll be more than happy to.

  • Mr. Prospect, based on the quote

  • or the price that I've gave you so far,

  • does this sound like it fits within your budget?

  • You see, right there, I'm cutting the chase, right?

  • I wanna, like a knife, cut through the butter.

  • What is the core issue here,

  • does this fit within the budget?

  • I wanna know.

  • Now they might say oh yeah, it fits with our budget,

  • or they might say oh, there's no way in hell,

  • like this is way over our budget.

  • That's good, I wanna know up front.

  • Are we gonna do business or not.

  • In fact, let me give you a bonus one,

  • here's the one that I use all the time,

  • one of my favorites, I would say something like this,

  • Mr. Prospect, let's just pretend I send you the quote,

  • and the proposal, and you like what you see,

  • what's gonna happen next?

  • What's gonna happen next?

  • Now the truth comes out.

  • They might say you know what,

  • actually we will not gonna be doing business,

  • we're not quite ready to hire you.

  • Maybe in the next couple months,

  • we're thinking like three or six months down the road.

  • Good, then I know what I need to deal within

  • now 'til three months later, six months later.

  • What's some of the followup I need to do.

  • Versus, I send a quote,

  • and then I'm expecting them to hear from me,

  • knowing that they're not gonna do business with me,

  • within that first few months.

  • So I would approach them very, very differently,

  • does that make sense, right?

  • So those are the four ways you can handle these objections.

  • Now I have so many different techniques

  • that I teach my students from all over the world,

  • on how to handle different objections,

  • and how to close anyone and anytime,

  • and here's what they have to say.

  • - Hello HTC family, this is Boris from season 11.

  • I want to report my first boom, yes.

  • I am 14 years old, I live in Belgium,

  • and I just closed a $3,500 package, at $350 commission.

  • I feel very grateful for Sifu to teach me this high income skill.

  • I love failing, I have failed so many times.

  • Yet I persisted, now I'm here, now I've closed

  • a $3,500 package, I am 14 years old,

  • and I can do it, why can't you do it?

  • - Today I had two calls,

  • and I managed to close two calls, two deals,

  • so $2,000 each, so the total of 4,000.

  • - So if you want to increase your income,

  • you want to improve your closing ratio,

  • check out my introductory class

  • on the art of High Ticket Closing.

  • Click the link below and check out the class right now.

- Sure, put that quote in writing and send it to me.

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A2 初級

客戶說:"把這句話寫下來寄給我"而你說... (Clients Say, “Put That Quote In Writing And Send It To Me.” And You Say...)

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    林宜悉 發佈於 2021 年 01 月 14 日
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