7 Steps To Get Anyone To Do What You Want

 





Step 1. Pause.Follow your prospect’s no or objections with a pause. This will give you time to think about the objection and how to handle it. If you jump in straight away you may well say the first thing that comes into your head, and this is unlikely to be the best response.

Step2. Ask questions.Get the customer talking again. Typical questions are: “What do you mean?”, “What are the reasons for that?”, “Why do you say that?”. Instead of a question you could say something like: “Please tell me more.” Use whatever you feel comfortable with. You can’t overcome an objection unless you know exactly what it is.

If someone says, “I don’t like it,” it does doesn’t tell you much, so ask them, “Why don’t you like it?” Depending on what you are selling, the problem could be such things as colour, the shape, the price and so on. Once you know exactly what the objection is you may be able to offer another colour, a different shape or a cheaper product etc.

Step 3. Empty the customer.You need to know that there aren’t other objections. There is often a tendency to deal with one objection only to find another one - and sometimes a further one.

So before trying to overcome the objection make sure there aren’t any more by saying something like, “Is there anything else you are not happy about?”

If they originally said they didn’t like the colour because they prefer red, they may now say that they don’t like the shape and only a round one will do.

“Is there anything else?” you ask. “No” says the customer. Great! You now know the customers only objections are the colour and shape. Time to get excited, as you have other colours and shapes. You’ve nearly made a sale!

Step 3. Lock the customer.
Having emptied the customer, of his or her reasons for saying no, you should be able to obtain a commitment that, once you have overcome the objections, you can go ahead with the sale. You can do this by using the magic word if. “If we can overcome this (the colour and shape in our example) I take it we can go ahead.” Your customer now has to commit him or herself.

Step 5. Present your counter argument.
Now you have all the facts and a commitment you are ready to overcome the objections. How can you fail!

Your counter argument must really overcome the problem and bung in a few benefits as well. “I have a round red one in stock that is also a time saving model and is on special offer this week.” Okay, this may not sound perfect but you get the general idea.

Step 6. Gain acceptance to your counter argument.
You should be able to see your commission and money now! This bit should be easy if you have done steps 4 and 5 correctly. You do this by using a ‘closed’ question. This is one where the answer has to be ‘yes' or ‘no’.

Try, “Now that is acceptable isn’t it?” or perhaps, “That answers your point doesn’t it?” How can they possibly say no. Well this is make believe! Sometimes we know that reality can be a little more difficult - but only if you believe it is.

Step 7. Close.Close the sale, you’ve heard a ‘yes’ so get another one.

“So I take it we can go ahead?", you say in your most positive voice.

“Yes,” answers your customer. The band starts to play, everyone is cheering, you are one hell of a salesperson ...

"Yes, but …," No, you don’t have ‘buts’ if you are positive. But … what, horror of horrors, if the customer still says no.

Hey, but you’re cool. No problem. You don’t have to panic or rant and rave. You have another objection, so smile and go back to Step 1. Pause and try again.

If you feel this time that the objection the customer has raised is the only one he/she has, and that you can handle it easily, you can modify the technique and use Steps 1,2,5 and 7. Otherwise go through the Seven Steps again.