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So there I was, driving down the road, minding my own business ("for a change", as my husband would say). Suddenly I saw a bumper sticker on the car near me which said, "Wag More. Bark Less." I pictured a large shaggy dog, furiously wagging his tail and panting, while he eyed his master--all the while resisting the urge to bark! THAT'S when I burst out laughing, almost causing a three car collision!
This silly bumper sticker and even sillier image provoked the inspiration to write this week's newsletter. You see, with all the virtually inescapable negativity around us in the media, we've all been hearing our share of "barking" from our customers, and maybe they've even been hearing US! So the question this week is, are you barking or are you wagging? I know that many people think that all salespeople DO is wag--wag our tongues by telling, telling, and more telling. However, we all know that the best salespeople are those who listen best. If you are finding customers who are barking about the economy more than wagging with an "agreed" these days, here are a few questions you can put to them after hearing the "no money" objection from a lower assertive approach to a more assertive approach: 1. "Joe, if you didn't take any action on this, what will the ramifications of that decision look like for you a year from now?" 2. "Joe, considering the economy, what is the likelihood that the prices will go down on this product/service later in the year?" 3. "Joe, we've spent a lot of time going over the options, so this initiative is obviously important to you or you wouldn't have invested the time up to this point. On a scale of 1-10, what is your risk of not taking action?" 4. "Joe, a lot of people seem scared to make a buying decision right now. In our business, we are hearing that those who are failing to MAKE a decision to invest are those who are failing miserably. What are your thoughts about that?" 5. "Joe, you know you need this. I know you need this. Why don't we move forward so you can sleep at night knowing you are investing to grow your company?" (c)Renee Walkup, All Rights Reserved, SalesPEAK, Inc., www.salespeak.com, 678 587-9911 |
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