HELPING THE CLIENT SOLVE HIS PROBLEM!

Helping the Client Solve his Problem

This is the Process:
1. Listen to the client's Objection:
In listening to His/Her objection, You show respect!
In return, you'll gain also
His/Her respect. The Common problem is, most people
don't know how to listen! A lot of people are good in
talking. In a family, usually when there's a argument
between husband and wife, Nobody wants to listen,
Everyone wants to talk first. You know what happen with
the argument? It always end up to a Divorce or
separation.

There are lot of schools that teaches public speaking,
But there's no school that teaches the art of listening.
You know? When you listen, you get all the information,
And information is POWER! When you have all the information,
you know where to position yourself. You might loss the
argument, but win the sale!

2. Agree with the Client's Objection:
When you agree with Her/His objection, You show the Client
that you're not an opponent, You are an alliance or partner.
Here, you start to gain Trust from your Client. When you agree,
the client would feel that you are concern about his
Investment. He feel that he is safe and protected with you.
He is at ease when you're around and feel confident he decide
because you are there as an expert, An Adviser or a Consultant
for that matter.

3. The only time that you can question the objection:
Here's how i goes; By the way, You told a while ago regarding
the high price! May i know which part you feel that the price
is high? Is in on the price per square meter or the Down Payment?
At this stage, I'm isolating the problem now. If He/She says, Price
per square meter, I will response to Him/Her, Aside from the
price per square meter is there any problem that you see on
this property? If none! then proceed to the answer. If i can show
you reasons that this price is just a competitive price, will you
decide it now?

4. Time to Answer the objection now:
Go back to the briefing process where you discuss the (FAB)
features, advantages and benefits of what you are selling! Once
the client would be reminded all of the positive aspects of your
product, then the Client will decide to buy.
Decision now is just a result of the entire process.

5. Trial Close the Sale:
This stage is your barometer whether or not, the client is
ready to buy! Test it if your transaction is already fully
cooked by throwing closing questions, Like: Which unit you
finally choose? Unit number one or Unit Number two?, Which
term do you prefer, The Cash with big discount! or a longer
term with out Discount. Take note that, Trial Closing may
happen everywhere, anywhere in the entire process. Trial
close too often for you to determine that the client is
ready to buy.

6. Closing the Sale:
When everything is handled properly, Sales is easy to
close! Closing a Sale became easy now, it's because you
now have the knowledge. Develop this knowledge
into skills and the everything will happen the easy way.
We can come up with more than 30 closing techniques, It can
be use in combination in closing a sale! Follow this
topic on this post.

(to be continued)


Peter E. Cadorna