Just One More Question…    Mr. Prospect

Too often when interviewing direct sales professionals, I hear;  “Man, another one got away, this economy is tough…grumble.”   Here is my response… “Don’t give up so easily… when you feel some resistance or get an objection, stretch yourself to ask one more question. I can’t tell you how many times, stretching myself beyond my comfort zone and asking JUST ONE MORE QUESTION, has shifted focus enough in my prospects to tip the scales to a sale.

The First Habit

Anytime I recommend this to people, I often hear… “Joe, what do I ask ?”  The first habit to overcoming “NO’s” ie ‘Not Interested’ is to commit to ask more questions regardless if you know what to ask. Any question is better then… “Okay Mr. Prospect, I will follow up in six months.”  A great analogy is tennis, in a tennis volley, you don’t have to always hit a WINNING SHOT to win a match, you just have to be consistent at hitting the ball back over the net… in communicating with people, asking a question is hitting the ball back to them.  The more they talk the more you learn. The more they talk, the more they may sell themselves. The more they talk the more they may talk themselves right into a corner to buy from you.  The point is… KEEP THEM TALKING.  How ? Keep asking questions… people have been conditioned for years that they are suppose to answer questions that are asked of them. The odds are in your favor, because most people by nature will feel compelled, even obligated to answer your questions if you are in rapport when you ask.

Objection Handling Role Play

Here is an example of how I have conditioned myself to answer any objection quickly with a question back to them to clarify, whether it is in the first 10 seconds of meeting someone, or 10 years of knowing someone…

17 seconds into a conversation.
Prospect: “I am not interested…”
My Response: “What are you Not Interested in, I haven’t shared any information yet ?”

After Sales Presentation
Prospect: “I am not interested…”   “
My Response: I can appreciate your opinion… and just out of curiousity, what specifically are you ‘Not Interested In” ?”

Prospect: “Not interested in selling my friends.”
My Response: “What IF… you could be successful, like many of my business partners already have been, without talking to any of your friends, would that help you to feel more a little more comfortable?”

Prospect: “Yes, it a lot more comfortable.” (Prospect focus shifted, from a timely question.)
My Solidifier: “A lot more comfortable, well good, good.  And just out of curiosity… (Mr. Prospect)  have you ever told any of your friends about a good movie, or book before ?

Prospect: “Yes, of course.”
My Final Question: “Down the road,  after you have truly experienced the life enhancing benefits of our products, you may naturally or even accidently share our products with your friends, however we won’t count on that as our main marketing strategy, makes sense, right ?

Prospect: “Yes, makes sense.”
My close: “Did you want me to have this membership and product kit send out to you this week, or next week ~no pause~I mean how soon do you want to be in a position to earn a profit from home?” (or benefiting from this product ?)”

And for those of you reading this thinking “SALES isn’t for  you,”  STOP, and take a giant step back;  Everyone whether they know it or not is in sales. If you believe in your products, yet you are not influencing (selling) people to purchase your products/service/opp, then that simply means they sold you on why they couldn’t. A sale is always made, make no mistake. Sales is Influence &  Influence is everywhere… everything we do and say IMPACTS the environment around us in some way. The million dollar question is … “How can I be more INFLUENTIAL ?”

Re~Wire Your Mind To Hear “No” Differently

Becoming more skilled at sales is actually incredibly enlightening, because as you evolve through the psychology of sales & influence mastery, you naturally develop more awareness about “HOW YOU IMPACT” the environment and people you come in contact with.  “NO,” means… “You haven’t IMPACTED me on an emotional level,” or “I don’t see how this could completely benefit me/ solve my problem. “  You must train yourself, to hear “NO” (or variations of NO) differently, and simply respond internally with… “Oh, interesting, I wonder what they are focused on that is causing them to feel a resistance to purchasing my product. Ummm… I better ask more questions to learn what I can.”

Paradigm Shift Questions

Have you ever noticed that the right leverage, at the right time, can be exponentially effective?
The more you practice questioning objections of any kind, the better you get at responding timely.

After you get better at responding timely, the next habit you strive to develop is creating & asking better quality questions. At the mastery level of sales, influence, & leadership,  you will become aware of unlimited questions ‘in the moment’, that immediately create “paradigm shifts” or “points of view shifts” in the minds of your prospects on a daily basis… how will that feel when you are performing on that level ?

Don’t Take “NO” For An Answer … from Tommy Boy…

“Don’t Take “NO” For An Answer… covered on UltimateProspecting.com Live Prospecting Webinar

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