EricAny hope? Posted 2:45 PM on 06/07/11 -
Ok, I am brand new to Jeffrey Gitomer's system. I just bought the Sales Bible and I'm actively studying and learning sales skills, however...... I have a prospect and I admit that I have botched the entire process from beginning to end. He was a referral from another client of mine and I failed at everything so far. I failed to establish solid rapport, I asked only a few questions and assumed his needs. Actually, I'm not far off but I've not uncovered any Hot Buttons. I gave him a presentation of my solution and it fits exactly what he says he wants however he is now telling me (via email) that the product is too complex for him and he wants to pass. He's an engineer for crying out loud! He loves complexity so I know this is a stall. I just don't know how to approach this and get back in there the right way. Is there any hope? He won't return phone calls right away but he actually does call me back. I believe 100% in my product and that it truly is the best thing for him even if I wasn't receiving a commission on it. Any suggestions? Is it a lost cause? I started all this before I started reading the Sales Bible and I take full responsibility for my poor tact and effort.
JasonSalveagable Posted 5:02 PM on 06/23/11 - Reply to this post
Do you offer any sort of technical support after the sale? This would overcome his fear of the product being too complex and may reveal his real reason for stalling. Without knowing more about the situation, what I would do is say, "Mr. Customer, I understand your concern that the product may be too complex. However, I still feel that this may be the best fit for you and your company. But, just to be sure, I'd like to know a little bit more about you, your company, and your needs. Do you mind if we set up a quick meeting so I can ask you some general questions concerning your business and your needs." I would then start over with broad questions about the prospect (How did he/she get into the current business they are in?; How long have they been in their current position?; Get to know them as a person, like you just met them at a bar (this builds both rapport and trust. Let the conversation flow whichever direction they take it). Then ask questions about the business. "Peel the onion" by moving from broad questions to more narrow questions relating to product as you go along. I think if you can get him to agree to sit down for another meeting, it is salvageable. You may be asking some of the same quesitons you asked before, but just state that you want to make sure that you are on the same page. The underlying issue may be trust. If you just ask a few generic questions to try to build rapport and move right into a sales pitch, it doesn't develop trust. They will be thinking, "how does he know what I need when he barely knows me or my business?" When I go into a sales call, I ask the prospect if they mind if I ask them some questions and take notes. Try to learn everything you can about the prospect themselves and their business without making it feel like an interrogation. Then the prospect feels that you are generally interested in helping them find the best solution (which you should be).