Every time we share this technique with our sales training clients in Vancouver, Victoria, Edmonton and Calgary, we get an interesting reaction. Salespeople ask themselves why they didn’t learn this communication tip years ago. We all make the mistake of saying BUT when trying to explain ourselves, not thinking of the true message we’re sending. Here’s how to correct it starting today…
Read These Statements
“I can appreciate how you feel, but if you consider the value of our product over the competition…”
“I know you were really hoping for delivery before the weekend, but we’re short staffed…”
“I understand that you’d like to pay a lower price, but consider the options on this model…”
Here’s The Message Received
“I don’t appreciate how you feel. Let me set you straight.”
“I don’t care about your desire to have delivery before the weekend. It’s not possible.”
“Stop being cheap. You get what you pay for, OK? If you want the upgraded model, pay the price for it”.
What do you think? We’re always interested in hearing your opinion in the comments section below. If you liked this post, share it on your favorite social media platform.
Great sales techniques like this one are taught in our online sales training program The Sales Skills Incubator and our book SHUT UP! Stop Talking and Starting Making Money. Click the links and start making more sales today!
Dave Warawa – PROSALESGUY