host posted on December 12, 2009 13:57
Here is a technique I read about in a marketing book. This is a great sales closing skill. It can also be utilized in interviews and more.
After you are done with your presentation, You simply ask
Do you have any more questions?
--> if the person says NO--> Do you see any reason why you wouldn't proceed TODAY?
If they say NO --> Present them with the purchase order - close them!
If they say YES --> They have a reason or think they have a reason for not proceeding TODAY. They will tell you their objections. Think for yourself what you have not shown them or what you have not shown them or demonstrated in a way that fits into their world - makes their life better etc.
You can learn more about handling objections in our Language Patterns Classes.
Things like I don't have enough money right now...
You can then say " So you can't proceed TODAY because you don't have enough money to purchase, is that right? They will say YES ( you get them into an agreement frame). So if we split the payments into pa payment plan you would purchase today?
If they say NO and give you a different reason.. then you work on that different reason the same way until the person is out of excuses.
You can utilize this the same way when you are interviewing.
Do you have any more questions for me before you make the decision?
Do you see any reason why I am not the best candidate for this position?
Well you don't have enough experience, experience with specific software, hardware or process, you can ask
What is important about .....
What does having enough exprience mean?... they have to tell you... then you can use their words, rephrase it and tell them how you can be the right candiate even though you don't have enough of the specifica experience they are looking for.
What else if important.?