"I don’t want your money if you won’t get results." Can you imagine saying that to your potential customers?!
Acting in fear of missing quota, salespeople accept whatever prospects give them. Imagine your customer says, “Ok, I’ll buy from you,” and instead of your saying or thinking “Great,” you say, “I'm glad you're ready to do business with us, but I don’t want your money if you won’t get results.” Now milk this! Continue by telling them, “If it doesn’t work, you will say our product (service) is no good when it’s really that you haven’t purchased the program (product) you need to see results.”
Your biggest fear is losing that one time sale, that you will probably have trouble doing business with again anyway. What will truly happen is by saying something like this, you will lose one sale for every three who come in. If you are selling a lot of ineffective programs, try this. You don’t have much to lose, and the upside is huge.
When you don’t just take their money, they trust that you really care about them. When they trust you, they will do business with you. The reason you get small, ineffective business is they don’t really trust you. If they did, they would buy what they need rather than acquiesing to give you something and get rid of you. Nothing else makes sense!
Welcome to Stress-Free SellingTM,
Jenaé Rubin
Jenae@SalesPowerhouse.com
www.SalesPowerhouse.com
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