Have you ever seen people who can light up any room? They can convince people do things almost effortlessly, this is because they have learned sales and influence. Sales and influence are power skills that men need to learn. To be a good sales person you have to understand people, both men and women. Once you have an understanding of them, you need to figure out their pain points and jump on them.
People will call this dark and manipulative its effective and that's all that matters. Sales just like real life starts with the intro the first impression.
How to Have a Strong Intro
Speak with energy and look to help- people get this wrong, they think it means being overly excited or trying too hard to please people. The correct way is to introduce yourself or answer the phone with confidence. Think Hi I'm Dave! and offer your hand for a shake. The importance of this is that the first impression makes an impact.
Take the intro seriously. Most sales are lost within the first two minutes. Think in real life when you meet people, who do you remember the most? Do you remember the upbeat guy who's upbeat and ready to get after it? Or is it the dull boring guy who feels sorry for himself?
After you hook the consumer with the intro, the next step is to qualify or do a needs analysis.
Depending on your background, car sales calls this a needs analysis door to door sales calls this qualifying. The purpose of this is to find out what the consumer wants. The key to this is to remain indifferent to the consumers reaction. If you're doing home improvement here are some great questions to ask.
So many windows do you have?
When's the last time you had your roof replaced?
How do you and your wife like your kitchen?
What's the attic insulation like in your home?
This is for needs analysis qualifying questions for home improvement products.
Common objections will be I don't have time for a free estimate tomorrow.
I need to ask my wife.
I don't need any windows, roof, attic, kitchen etc.
How to rebuttal those objections
Objection- I don't have time for a free estimate tomorrow.
Rebuttal- I understand you don't have time tomorrow, Our consultants are out here 7 days per week providing free estimates to the community, So if they arrive at 4 pm they'll finish around 5:30 and the estimate is good for a whole year so you don't need to make a decision today if you don't want to. With that being said when is the best day to get you a free quote?
Objection- I need to ask my wife/husband.
Rebuttal- I understand that you need to ask your wife, I agree it's better that both of you are here for the free quote. Tomorrow will have project coordinators providing free quotes, they'll be here from 10, 2, 6 pm what time works best for both of you guys?
Objection- I don't need any windows rn
Rebuttal- Sure, I understand you don't need any windows rn. The quote is good for a whole year, it's great to capitalize on this so that way you can compare prices and see what the market is like. You don't have to make a decision tomorrow if you don't want to.
Remember this needs analysis is specifically for appointment setting for home improvement products. I did this door to door for 1 year. The job had good and bad days but it taught me how to handle face to face interactions. Most importantly it taught me how to handle rejection and move forward.
Rejection isn't personal on to the next consumer. If this isn't your attitude you will fucking suck at sales.
If you can't handle cursing go read a women's self improvement site where someone gives a shit about your feelings.
If your rebuttal game is good you'll make many sales. If you're lazy and don't like to work on yourself the rebuttals will be hard. You get out what you put in. If you want to make sales you will have to learn how to handle objections. Objections happen at every point in the call. The key is to practice them so much that it becomes second nature.
Yes bros, you have to practice rebuttals. Practice with yourself or get a buddy your gf ai robot idgaf someone who can practice giving you objections and you practice handling them.
The next part of the sale is the sales pitch.
The pitch is almost as important as the close.
I'll use insurance sales as an example, whether that be u65 insurance sales or Medicare. With these types of jobs yes the insurance plan is most important and copays benefits will be the deciding factor. With that being said the way to close deals in insurance is to read each copay or coinsurance with the same confidence level whether it's a $0 premium or a $1000 gold plan premium. If you're counting someone else's dollar and trying to sell yourself it will be noticeable.
Here's what I mean. The plan is for the customer/consumer not you. When you shop with your own pockets you miss out on sales. Another point in a good sales pitch is to go back to the needs analysis to build credibility.
Use this statement.
Earlier, you told me. Boom, builds credibility instantly if you took good notes, this is because you read back what they told you earlier in the call.
This is how you build anticipation before asking for the deal.
Last step close the sale.
If you've everything right up until this point, this will be cake.
When you go with the earlier you told me, etc...
Then you reiterate what you went over on the needs analysis.
Finally, close the deal with confidence.
Based on the information we've gone over today, the plan that makes the most sense
will be xyz, with a _ premium. starting Feb 1st 2025, lets go ahead and get you enrolled. Pull out your medicare card, or if it's u65 say please spell your first and last name for me to get this application started.
This right here is called an assumptive close. Or assuming the sale. Why is this important you may be wondering? It's important because the consumer can sense your confidence or lack their of through your language and tonality.
If you ask for permission or are too nice you will get an objection- guaranteed.
How to handle an objection- on the close.
Common objections on the close
I need to think about it.
I'm not ready today.
I need to talk to my spouse.
I already have a plan.
Objection- I need to think about it
Rebutall- I understand you need to think about it, was there any particular question you may have that I didn't go over? Answer question, then tie back to sale.
Yes this copay for a specialist is $45. Do you have any other questions for me before we get this plan started today?
Go right back to the close after answering the question. The key to this is to do it smoothly don't rush. Answer the question, search for additional questions and go back to the sale.
Objection- I'm not ready today.
Rebuttal- I understand you're not ready today, the plan starts on the first of Feb, so if you decide you want to cancel you can call back before the end of the month and you'll go back to the plan you were on. With that being said lets go ahead and get you enrolled for x,y,z plan.
Yes some will complain about using free look to sell, but it's all about how you word it. In Medicare it is stricter than u65 insurance.
Objection- I need to talk to my spouse
Rebuttal- I understand you need to talk to your spouse, do you think your spouse would be happy with you if you passed up on a $0 plan like this with all these great benefits? The cards take 10-14 days to arrive in the mail. You'll get all this info, that way you guys can see it together after enrolling. With that being said lets go ahead and get you enrolled.
Again a lot of these principles will keep tying together. Notice how I still use assumptive language. Assumptive language is key. If you lose your tonality or assumptive posture at any point you will lose the customer and have to schedule a callback. The reason you word the rebuttals this way is because it puts the heat right back on the husband.
Objection- I have a plan already
Rebuttal- This rebuttal will be different, only pitch a switch if the plan is genuinely better and literally say I understand you have a plan already, this plan I went over with you though, has more benefits and is going to help saving money. With that being said lets get you enrolled for this plan starting 02/01/2025.
Post sale process
A good sales person follows up with his clients post sale.
A rookie ignores his customers.
The reason for this is because it will build trust, and it will help you get referrals.
Treating the customer well post sale is how you get a customer or client for life.
Thanks for reading. 8ball here til next time.
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