Overcoming Objections! Helping those who don\'t like sales

[TheTuna]

Overcoming Objections: So you're going Coistering, you're talking to the vehicle owner and they say no. Don't walk out that door! There are things you can do to get that sale!

Objection #1: No thanks. (This is a conditioned response, it

[GlassStarz]

Seems you can sell to others how come the wife was so difficult?
I use the power close all the time

[magicogar]

Very nice Tuna... thanks for sharing some tips. Are you a salesperson?

[MadMike]

Great Post Tuna! Good stuff to know and apply.

[TheTuna]

Thanks... I've done some sales... I wish I had 10 years ago!

[TheTuna]

If you're having trouble overcoming the fear of coistering (cold calling), first go to a few convenience stores or whatever and talk to people behind the counter.

Ask them if they know who won the game last night, or if they sell a specific brand of ice cream... whatever. But talk to them. Make conversation about the weather, your leaking oil pan, the lottory. Get comfortable about talking to people... then go to your target market and find your customers.

You can do it!

[cure4glass]

Has anyone here tried Toastmasters?I joined a group a few months back but have not been able to attend like I'd like to.It is a good organizanation if you wanna improve your speaking, Thus selling skills.

[Coitster]

Ah a subject that is near and dear to my heart. Windshield Repair Sales, this can be one of the funnest things in the world to do. I personaly use a very layed back easy non aggressive sales pitch. They never expect a sales person to talk to them when they see me.
I love overcoming objections but they don't know that I am overcoming them while I am talking to them. Tuna is absolutly correct in his comments, especialy when he says that people are conditioned to say no. You have to realize this when you go in to talk to someone. Just don't let someone telling you no once ruffle your feathers. Just calmly tell them its ok if they don't want to do it now but for future refferance here is how it works.

By doing this little trick they have let down their defenses because they don't think you are going to sell them anymore yet you are because they are now listening to you explain why its free. <-- Secret to my success
I just go on and keep telling them and most of the time when they have listened to me and now they let me fix it because they have let me explain the program when before it was just a knee jerk reation.
David
Coitster

[GlassStarz]

When i was selling cars I had a salesmanager who would always ask if the customer had told you no at least 5 times if not he assumed that something was wrong it was too easy and sure enough more times than not he was right. If they just rolled over and dropped to the floor with a check in thier mouth they wernt really sold and will change thier mind in the booth. The more no,s you hear the closer to a yes you are.

Think about it the girl that says yes right away will say yes to the next guy and wander off

[scratchy]

I think the enemy in sales from how I see it is: BS, fine print, manipulation and unforseen reprocussions to the decision. I try and overcome all these very tactfully and clearly when presenting a repair. Many people are sold when I am done. Some are not. For those that are not, I do leave them with a business card. Sometimes they call back. Sometimes their chips crack out and they call back and pay more than they would have had to!
My goal is X number of jobs per week totalling Y number of dollars give or take a few dollars. Every week that this is achieved which is almost every week. It was a success. Rejections during the week is just part of navigating toward the goal.
Door to door pavement pounding isn't a last resort to making sales but a golden asset. So many business people hate to do it, that those who can will consistently be able to make their goals. What I mean is, It will be rare to walk in and find someone else beat you to it.