Three Possible Outcomes to Every Sale!

[moonlightandmargaritas]

What I am getting via online appointments is the "this looks good, can you send me the quotes that I am seeing on my screen, and I will look them over with my spouse/later/next week", etc.

This is a "polite" no, which is usually attributable to a mistake further back in the process.

If you've gone about it correctly, this should be automatic.

My guess is that you are not getting enough soft facts. You've got to qualify them ("Under what circumstances, if any, would you make a change?")

Get little commitments from them along the way to a) make them DO something, and b) test.

 

[Guest]

This is a "polite" no, which is usually attributable to a mistake further back in the process.

If you've gone about it correctly, this should be automatic.

My guess is that you are not getting enough soft facts. You've got to qualify them ("Under what circumstances, if any, would you make a change?")

Get little commitments from them along the way to a) make them DO something, and b) test.

Great point, many of us use trial closes and tests as we go:

How does that sound so far?
Is that what you had in mind?
Did I miss anything? (this one has been huge for me!)

etc.

 

[Delta76]

Or "how do you typically go about making decisions such as this? Who besides yourself should be involved? If no one, double check, "you mean that you don't consult with your wife before making decisions such as this?"

You need to get this all on the table before you get to the web presentation. I would also agree with Paul, this probably is coming from the fact finding or "want" finding portion of the process.

 

[somarco]

Try asking this, politely.

"What's making you hesitate?"

That probably works better than my line.

"WTF is your problem?"

 

[moonlightandmargaritas]

That probably works better than my line.

"WTF is your problem?"

Here's one I've used with success (albeit limited):

Ya gonna buy sumpthin' or what?

 

[chp]

Awesome responses, thanks everyone. I think that is my problem. I get the lead, run quotes, see what I can save them, then jump right into booking the appointment. I will spend more time with them before we commit to the web presentation.

For what it is worth, in the last two hours I have just booked 2 for tomorrow and 3 for tuesday, in person, and should close all 5.

I have two today (online) at 4:30 and 6. I will ask a few more detailed questions before I jump right into the quotes. I will let you all know how my sales tonight go!

Thanks again for your responses.

 

[Guest]

Awesome responses, thanks everyone. I think that is my problem. I get the lead, run quotes, see what I can save them, then jump right into booking the appointment. I will spend more time with them before we commit to the web presentation.

For what it is worth, in the last two hours I have just booked 2 for tomorrow and 3 for tuesday, in person, and should close all 5.

I have two today (online) at 4:30 and 6. I will ask a few more detailed questions before I jump right into the quotes. I will let you all know how my sales tonight go!

Thanks again for your responses.

Is your commitment objective to set appointments or are you setting them after they tell you they're busy?

I'm just wondering why you don't go ahead while you have them on the phone the first time?

 

[chp]

Robilano,

Right now I have a telemarketer generating me leads. What I was doing was calling them after he talks to them, making sure I can help them etc, then setting an online appointment in the future, only if I think it is a good fit. The trouble I was/am having is closing it via a web presentation. I use quotit, and run everything in front of them, again if it is a good fit. The trouble is getting them to apply while I have them on the web appointment.

What I am doing as of today is the same thing, but instead of setting an online appointment, I am going to do a live presentation. I have been doing this for 7 years, and have no trouble closing a good client...in person. The trouble is closing via a web presentation. I will use the advice you and others have given me in the future for web presentations.

Thanks again! chp

 

[moonlightandmargaritas]

Robilano,

I love that "just one name" thing...it's so stylish.

Makes one think of Liberace...Madonna...Pele...

 

[Guest]

Robilano,

Right now I have a telemarketer generating me leads. What I was doing was calling them after he talks to them, making sure I can help them etc, then setting an online appointment in the future, only if I think it is a good fit. The trouble I was/am having is closing it via a web presentation. I use quotit, and run everything in front of them, again if it is a good fit. The trouble is getting them to apply while I have them on the web appointment.

What I am doing as of today is the same thing, but instead of setting an online appointment, I am going to do a live presentation. I have been doing this for 7 years, and have no trouble closing a good client...in person. The trouble is closing via a web presentation. I will use the advice you and others have given me in the future for web presentations.

Thanks again! chp

I'll tell you what I do and maybe it will help, I don't bring the conferencing in until after we chose the right plan for them.

Because we all know what happens when we give them too many options:

They need to think it over.