Nano Training Series: Week 3
This weeks lesson is going to focus on deadlines. Sometimes despite your most gallant effort, you still cannot get a customer to pull the trigger. You try over and over to handle their objections but you just can't make it work. Whenever this happens give them a dead line. (As a note of caution, I ONLY do this as a last resort. I do it knowing full well that they will probably not call me back but it is a least worth a try.)
A sales deadline is simple a way to get to a 'Yes' or 'No' within a specified time frame. Remember that anything other than a 'Yes' is a 'No' and the latter is a perfectly good alternative to the other.
The deadline forces them to make a decision. It's the same thing as saying, 'The sale is only good for this weekend.' Think about it. If somebody is truly interested in buying the product and you give them a deadline, they will make sure they decide within the allotted time to avoid the chance of losing the opportunity.
For example, I talked to a lady today while her lazy husband watched baseball in the living room and refused to talk to me. Knowing full well that she would probably have to okay the purchase with her husband I got right to the close. She chose the $10,000 policy for her and him but quickly said she needed to speak with him (suprise, I know). I said this:
Agent: When do you think you will be able to speak with him?
Customer: Today or tomorrow
Agent: Great, I'm going to be in the area through Monday. You speak with your spouse this weekend and I will be here on Monday to finish everything because on Tuesday I will be in a completely different city and will not be able to return. Could you do me a favor and make sure you have a decision by Monday?
Customer: Of course!
Once again, this was after trying to overcome all of her stalls and excuses. Do NOT use this as a way to get out of tightening the screws on your prospect. This is a last resort.
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Update: I went by the house and she said she spoke with her husband... She got the policy but he refused to do sign the application. $40/month premium is better than nothing I guess.
A sales deadline is simple a way to get to a 'Yes' or 'No' within a specified time frame. Remember that anything other than a 'Yes' is a 'No' and the latter is a perfectly good alternative to the other.
The deadline forces them to make a decision. It's the same thing as saying, 'The sale is only good for this weekend.' Think about it. If somebody is truly interested in buying the product and you give them a deadline, they will make sure they decide within the allotted time to avoid the chance of losing the opportunity.
For example, I talked to a lady today while her lazy husband watched baseball in the living room and refused to talk to me. Knowing full well that she would probably have to okay the purchase with her husband I got right to the close. She chose the $10,000 policy for her and him but quickly said she needed to speak with him (suprise, I know). I said this:
Agent: When do you think you will be able to speak with him?
Customer: Today or tomorrow
Agent: Great, I'm going to be in the area through Monday. You speak with your spouse this weekend and I will be here on Monday to finish everything because on Tuesday I will be in a completely different city and will not be able to return. Could you do me a favor and make sure you have a decision by Monday?
Customer: Of course!
Once again, this was after trying to overcome all of her stalls and excuses. Do NOT use this as a way to get out of tightening the screws on your prospect. This is a last resort.
****
Update: I went by the house and she said she spoke with her husband... She got the policy but he refused to do sign the application. $40/month premium is better than nothing I guess.