The Secrets of
Business and Marketing Wizardry Newsletter
Volume 12, Issue 1, Date 1/4/2008
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Secrets of Business and Marketing Wizardry
Publisher and Writer Joe Trevison, B.S, MBA, CPA
Co publisher and Editor Jim Trevison, BA. In English and Writing
Volume 12 issue1
What I am doing is now explaining one the greatest systems to use for selling. It was used by the great Mr. Stone of Hill and Stone Philosophy of Achievement. Mr. Stone started a company with his mother for $400 and over time grew it to a over a Billion Dollars before he sold it.
What Mr. Stone used and taught his salesman to say (after introducing themselves with a smile and remembering their prospects name was:
“I believe this will interest you also”. Then they would opened there roll of polices and said: For only xxxx cents a day we are giving you a sales value accident policy. (Pause)
“By the way perhaps you know and they you mention (flipping through names of previous buyers in the area-you mention by name pausing if the prospect indicated he knew any of them.
Then close with a very polite question: “May I write this for you also?” reaching for pen and preparing to fill in the details.
Then followed with 4 rebuttals if the prospect said “No”
The rebuttals were about classifying what the prospect said and then using what are now as Socratic rebuttals. A Socratic rebuttal gets the prospect saying yes as he/she will be agreeing with you (sale person) said which was always irrefutable.
E.g. The customer said “Not interested” classify that as a no rebuttal.
Conversation goes like this:
S Sales person P prospect
S Doesn’t it sound like a wonderful plan though? P Yes
S. And if you were hurt you could certainly use the extra income coming in, isn’t that right? P.Yes
S. and you wouldn’t miss the $x cents a day that this plan costs isn’t that right? P. Yes
S. isn’t better to have it and not need it than to need it and not have it? P. Yes.
The prospect has said no. Not interested, Then had his opinion changed by the sales person. He may have said “Don’t want it” or whatever. Then on questioning he had agreed that is a good plan. He said yes to that. He was agreed to the usefulness of the plan. He had agreed he could afford it and said Yes to that. He has further agreed that it is better to have than not have it. So the sales person goes on and asks
S May I write it for you then? P. Yes.
That the Socratic rebuttal. Make positive states about which the prospect must agree and say yes. After 4 or 5 yeses he will say yes if softly and politely asked to buy.
The Sales person’s last trick was when he asks the prospect to buy he look him straight in the eye and nods his head up and down and never aid another word until the prospect stoke.
Next time you want to get someone to agree with you try nodding your head up and down with a small half smile on your face and ask “isn’t that right?” Chances are very good the person you are addressing will say yes.
I use this several years ago with an employer of mine who handles his teachers as contractors. That made it hard at taxes time because he had to pay are own self employment taxes and other taxes on it. I wanted to be an employee. I used the same system and it worked like a charm.
Don’t forget give yourself a gift of money. I have a few books that are hard to find at my site that can help you do just that, so go to my site and have a look: http://www.Joetrevison.com/shop
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| Copyright Joseph J. Trevison Not to be reprinted, resold, or
redistributed for profit, except with written permission, but may be freely distributed electronically provided that the entire
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