Sales Podcast | 7th Key In Selling "The Impending Event" and How To Handle "I'll Buy Later" Sales Objection
Summary: <p>Today's sales podcast topic is the 7th key in selling which is Impending Event & Handling “Ill Buy It Later” Objection. </p> <p>Quote by: Eleanor Roosevelt <br> Former First Lady of the USA. A well known political figure and she once said:<br> </p> <p><em><strong>“Learn from the mistakes of others. You can’t live long enough to make them yourself”</strong></em><br> <br> </p> <p>Topic: Key number 7 in selling which is The Impending Event. <br> </p> <p>Which simply means that things will change, the prices, processes, service, performance, desirability and availability of what you are selling today will for sure change in the future. <br> </p> <p>It is a fair thing to say that the prices you are selling your products today, will not be the same in the future. <br> </p> <p>In order to be absolute success in sales you sales fellow must come up with a way to handle to “I’ll buy it later” objection. <br> </p> <p>So let’s use an example of the 7th key of selling – The Impending Event<br> </p> <p>Prospect: “The price on this house is too high” <br> </p> <p>You: “Yes, I’d be inclined to agree with you. The price on this home – like most everything else – is too high. But you, Mr Prospect, are the one who set the price”<br> </p> <p>Prospect: What do you mean that I am the one who set the price?<br> </p> <p>You: “Actually, it was you and all the other people who are in the market for homes who really set the price of the homes. For example, if 90% of the people who are in the market for a home were to suddenly stop looking. <br> </p> <p>I can assure you that in a matter of six months the price of this house will drop considerably. </p> <p>However, everything indicated more – and now fewer – buyers will soon be in the market for a home and law of supply and demand sets the price. <br> </p> <p>“As you well know, real estate has consistently increased in price. I firmly believe that in next 2 – 10 years you will be able to sell the same house for a lot more money.<br> </p> <p>If you go ahead, and invest in this home today, in the future you will benefit from the impending increase in price. “<br> </p> <p>The idea is to stay focused on handling the objection that is that I will buy it later. <br> </p> <p>Show them the cost of inaction. <br> </p> <p>So if a gets away from the direction and say man the Hockey game was interesting last night” and try to get the talks off topic, you get back in control by saying:<br> </p> <p>Yes, the hockey game was real fun and exciting last night and so are the benefits which go with our product or service. <br> </p> <p>BRINGING THE CONVERSATION FOCUS BACK TO WHAT YOU ARE SELLING. <br> </p> <p><br></p>
