In the world of social media, memes are everywhere. They’re meant to be funny and are often a way to publicly poke fun at human behavior. The truth is, there tends to be some truth to the sarcasm.
So, I decided to put a positive spin on 5 sales memes that hit close to home for many people in network marketing, direct sales, and entrepreneurship.
I’m going to walk you through the process of overcoming the pitfalls of the sales process.
Let’s get started.
SALES MEME #1: When the prospect wants to THINK about it…
Let’s talk about the ANALYTICAL THINKER prospect.
The, “I NEED to think about it,” objection is common from the analytical thinker.
Realize this personality type typically will not decide until they have all the facts, figures, logic and research.
The decision has to make complete sense to them.
To simplify the situation, direct this person to where he/she can do the research. Then leave them with your number to call you with questions.
Here are some options for responding when you encounter an analytical thinker.
THINK ABOUT IT SCRIPT
[Prospect’s Name], what exactly would you like to think about?
[Prospect’s Name], you must have a reason for saying that. I would like to know what that is.
[Prospect’s Name], you sound like the type of person who wants to read all of the research before creating an intelligent decision, is this true?
Prospect says, Yes.
Great! Do you have a pen?
Here is a website where you can research our company, products and opportunity www.___________.com. My direct number is [Your Number].
Please feel free to contact me with any additional questions after you have reviewed this information and feel good about what you see. Thank you for your time and YOU have a great day!
It’s that simple. Don’t fall prey to the “think about it” trap. Find out what they want to think about, assess the prospect’s level of seriousness about purchasing or joining your team… and move on.
SALES MEME #2: When the prospect asks you to call them back at a later date…
It’s inevitable that you will have prospects that can’t make a decision or will tell you lies because they don’t want to say they are not interested or let you down.
But if you fear confrontation, you may be wasting your valuable time waiting for a prospect to decide, when their decision is not to decide or to politely blow you off.
Now, I am not talking about the type of confrontation where you go throw down on someone in a dark alley.
I’m talking about confronting a roadblock you have with a prospect. Let me teach you how to diplomatically confront the situation.
Here is an example…
Q: How much income are you seeking to create per month?
Q: Great! Is there any other information you require before getting started?
Prospect: No…. How do I get started?
Q: The business package is $$$. What name do you want on your account?
Prospect: Oh… I will have to get back to you when I have the money.
NOW… here is where your confrontation skills come in to play!
Q: Jill, are you serious about making $10,000 a month?
Prospect: Yes, I am serious, BUT I just don’t have the money right now so I’ll have to get back to you.
Q: Jill, when will you be getting back with me?
Prospect: Probably Friday.
Q: Can you commit to Friday?
You see, Jill was telling me what she thought I wanted to hear. The likelihood of her getting back with me is slim based on what I heard in her language style. My ability to confront her statements unveils the truth. It assists me to bring her to a decision and to an outcome. I won’t be wasting time calling her back 2 or 3 times to see if she is ready to get started.
To become a professional and get paid like a professional, you must learn the skills required to master your craft. That means you must develop confrontation skills.
Time is your greatest commodity and that’s why this next meme hits hard.
SALES MEME #3: When you spend your time waiting for a customer to make a decision…
A sale is never closed until you have the order in your hand.
If you omit the invitation to buy… they will procrastinate. Many times a prospect is sold, but the order is never taken so the sale doesn’t close. The key is to create a sense of urgency early in a presentation.
The art of closing is asking, listening, and receiving. 20% of your time should be spent asking and 80% of your time should be spent listening. If you receive an objection, respond with 3-10 words that end in a question.
Addressing objections is nothing more than getting to the point and the real reason why someone can’t create a decision.
Most importantly, you can’t live in lead poverty if you want to be successful. The goal is to have more leads than time. If you are sitting around the phone waiting for that one prospect to call back, you are only setting yourself up for disappointment.
Speaking of disappointment, that leads us to the next meme…
SALES MEME #4: When you’re on the 16th follow up call…
You’ve heard the saying, “The Fortune is in the follow-up.”
The truth is the fortune is not in the follow-up. The fortune is in the close!
And I know… You’ve heard that story about how a woman followed-up with a friend 21 times and the friend became a millionaire. She maxed out the pay plan and became a super-star.
This is what I call the ISOLATED incident syndrome that people become intoxicated with. Believe me… there is always more to the story. And YES there are exceptions to all rules.
It’s not all black and white, but the majority of the time, if a prospect can’t decide by the 3rd call, they are not going to decide.
What you are seeking are people who can make a decision… People that trust their instincts and can make a commitment.
Think about this… Why would you want to follow up with someone 7 times? Can you imagine what it will be like once you get them into your business or to use your products and services?
It’s time to let go of desperation and follow up with people who are qualified and deserve your time.
On to our last meme.
SALES MEME #5: When your prospect wants to sleep on it…
Why do most marketers and entrepreneurs have challenges handling objections in the close?
Most people perceive it to be painful. Even though no one is rejected… the average person creates rejection in their mind because of an association with past events.
When someone says to you, “I don’t have the money,” they are NOT saying, “I want a divorce.” They are simply giving you a reason, a validation, or a justification.
However… Most people get trapped in the process of pain.
Understand no one is rejecting you…
You are getting a series of simple objections, complaints, validations, justifications, reasons and excuses. They say can’t, won’t, shouldn’t, couldn’t and are unable to purchase or buy your product to get started in your opportunity.
In the close, when you confront someone’s objection, you are confronting his or her fear. And you are actually doing him or her a service by giving them an opportunity to understand why it is challenging to decide.
So there you have it. 5 Sales Memes That Hit Too Close to Home. Now that we’ve had some fun, it’s time to up your game and up your skills.