You hear "What are you selling" up front when your prospect thinks you sound like a sales person. They put their guard up so fast, your head is spinning! What follows this fake objection is the tried and true, “I’m not interested” to which you probably have no response. If you do answer this question by telling them what you sell, you lose anyway. So don’t do it!
The simple answer starts off sounding corny, but it works... if you mean it! Simply respond, “I am not selling anything at this point. I'm calling to investigate if there is a possibility I can help you overcome your biggest challenges (name it). If not, I have nothing to sell you. I’m not looking to take your money. In fact, I won’t accept your money if I don’t think I can help you meet your goals. Is now a good time to talk about this more?”
If they grant you an opportunity to talk, take it or schedule an appointment to ask your Fact Finding questions.
If not, be comfortable walking away from a sale… even if you can’t really afford it. You will make more sales and more easily than ever before when clients sense you care about them first and not your wallet.. When you insist in pursuing a bad sale, you end up begging, not selling!
Here's to stress-free selling TM,
Jenae Rubin
Jenae@MagazineAdvertisingSales.com
www.MagazineAdvertisingSales.com
