Prior to law school, I did inside sales for a travel company.
Small company, busy place, offering vacation packages.
It was my job to sit down with the prospects and close the deal.
It was strictly a commission position.
One of the Most Interesting Things I Observed...
I had an exceptional closing rate -- over 80%. It was a great product at a great price -- it was a no-brainer-type of sale.
The
problem? FOR SOME PEOPLE... no matter what kind of logic I used... no matter what kind of proof I presented... no matter what kind of guarantees presented...
They Were Always Skeptical!
I could have pulled out an old-fashioned abacus and showed them 2 + 2 = 4, but they will insist is it 5.
That's just how things go sometimes. Some people will block the sales process and give you no reason... or... the reason they give you will be a smoke screen because they don't want to tell you the truth.
It's your job to dig and dig until they are comfortable enough to confide in you and reveal the real reason they're reluctant to buy.
Once you've isolated the objection, ONLY THEN, can you address it and get them to move along to the close.
It's not always easy, but it's important you realize not everything your prospect says is really how they feel.
Sometimes you have to be a private investigator or sorts to nail down the sale.
