Written by Sean McPheat |
30 January, 2012
Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet:
“If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”
I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. In other words, if you sell jet aircraft to Fortune 1,000 CEOs, then you probably do not qualify as a viable prospect.
However, if you fit the parameters of a prospect that you would normally go after, then yes, you should own the product.
Can’t Afford It
If your first thought is that of course, you would buy the product and you will someday, but right now, you just cannot afford it; then you do not believe in what you sell. This lack of true belief will cause you a ton of problems. You will lose more sales than you can ever realize because you will have to empathize with the prospect.
I Understand How You Feel
Any excuse you use for yourself, for not owning the product; you will have no choice but to believe and understand when the prospect gives you that same reason for not buying. You feel that you simply, and very honestly, do not have the money to buy the product right now. You know you are not lying to yourself, as you know your own financial situation. It is the truth, not a stall or an excuse. Ok.
However, when a prospect, who is equally as sincere, tells you that he or she honestly cannot afford it right now, you will have no choice but to believe them and accept that answer. You may use all of the rebuttals in your sales script, and rattle off the usual off-pat answers to the objection, but deep down inside, you will be saying, “Yeah, I understand how you feel, Mr Prospect. I can’t afford one either.”
Come Back Next Month
Likewise, when the prospect pleads with you, “I really love the product, and I want it. I just can’t do it today. If you come back next month, I’ll be ready to buy…” When this happens, your words may try to overcome the objection, but your eyes will be saying, “Yes, I think I will get one next month too.”
Create the Objection
In addition to the above, you will actually create more objections than you overcome, and ironically, they will be the same objections YOU use not to buy. If you feel you cannot afford it, you will get ‘I can’t afford it’ objections all day long. If you believe the price is too high, watch how many prospective customers tell you the same thing.
Get On or Get Off
If you believe in what you sell, and are a qualified buyer, then buy the product. That means, PAY for it! I am not talking about getting some free-be from the company. Aside from perhaps a small discount, you need to buy the product the same way your customers do.
Huge Return on Your Investment
If you want to energize your career, and dramatically increase your income overnight, try this: No matter how difficult it is, stretch the budget, sacrifice a bit, and buy your product from yourself. The brief pain of the expenditure will dissipate quickly, leaving you with the great benefits your product offers. You will reap the rewards and realise that it was worth the money.
When that happens you will begin to close with such strength, you may not recognise yourself, and your closing percentage will sky rocket along with your income. In addition to the benefits you get from owning the product or using the service, you will essentially get a raise. Oh, and let’s not forget, that when you closed yourself, you got a commission too!