Sandler Rule #16: Never Ask for the Order - Make the Prospect Give Up скачать в хорошем качестве

Sandler Rule #16: Never Ask for the Order - Make the Prospect Give Up

Get the best-selling book or companion online course here: https://shop.sandler.com/online-cours... Hi, it's Dave. This is Sales Rule Number 16: Never ever ask for the order. Make the prospect give up. Wow. Wouldn't that be great? First of all, is that even possible? I thought you were supposed to ask for the order. Wasn't that ABC, always be closing, right? "Hey, is now the time? Hey, I'd like to do this. Hey, is it now?" But when you're doing that, you're pushing. Think about that. You're pushing, and when people push, what does the other person do? Resists. So, I want you to pull not push. So, how do you pull? Well, and why don't you ask them some magical questions such as: What would you like me to do now? Love that question. So, at the end, you've talked about how you can solve their issues. You've talked about the impact. "George, based on where we are now, I think we have a pretty good understanding of your pains, and we've talked about the solutions within the parameters of the budgets and the timeframes that we've talked about. What would you like me to do now?" So now, I didn't say, "Hey, is now the time?" No, I just, "What would you like me to do now?" They'll tell me. They are going to close themselves. How about this one? Is that something that you'd like me to do? Hey, let's put that into context, right? So, the other one is: What do you see as the next steps? By asking those questions, it puts the prospect in a position to say, "Yes, I want to move forward." That's a pull versus, "George, now is a good time for us to say, 'Yes, let's go to the next step.'" Boop, boop, boop. Amateur salesperson, and I don't want that. So remember, never ever close. Make the prospect give up.