Max Bottaro

Feeding the ego or closing the deal

When direct selling to a costumer, you will inevitably come across objections. It could be price, timing, or some other extraneous factor. As you sell your product, you will get a sense of the common objections people will come up with to not buy. Obviously, having a concise and logical response to every possible objection is necessary. Learn your common objections and have responses ready to shoot from the hip.

After a few objections and fast responses, prospects will catch on and say something to the extent of “it just doesn’t matter what we say, he’s got an answer for everything!” At this point you can make a choice: close the sale, or message your ego. You could say “well, I was the top salesperson in my office last month…” or, to paraphrase Zig Zigler, look them straight in the eye and say:

“Mr. Prospect, I appreciate that comment and I am going to take it as a compliment- but the truth is I don’t have answers to many of the objections and questions costumers have. That is why I am so excited to bring this product to you- because it is the answer to your problems; and in the end isn’t that what we all want?” while nodding your head.

Remember, you are there to solve the costumer’s problem, not slam witty rebuttals down their throat. You can be better than your prospect, or you can close the damn deal.