- Sure, put that quote in writing and send it to me.
(gentle music)
Now if you're selling B2B, business to business,
or B2C, you hear this a lot, right?
Sometimes the prospect says to you,
yeah, all right, just put that in a quote,
you know, send it to me, email me,
or something like that, right?
That happens a lot.
Now, very often, it is a lie. Prospects lie.
So as a sales professional, what we wanna do
is we wanna get rid of the smoke and mirrors,
we wanna cut to the chase,
exactly how qualified is this prospect?
Now sometimes when we're closing,
we're so afraid to be direct.
Why are we afraid to be direct?
Comment below.
Why are we so afraid to ask direct questions?
Because you're too attached to the sale.
You want the sale so bad, you want the commission.
No, you cannot do that.
The harder you qualify, the easier it is
for you to close, always remember.
So ask qualifying questions.
I wanna make sure if someone says that to me,
hey, you know what, send that quote to me,
put that quote in writing.
I wanna know what's gonna happen,
so today I'm gonna give you three ways
to handle this objection.
Mr. Prospect, I'll be more than happy to,
based on what we've discussed so far,
does this sound like something you would go with?
You see, the power of that question is this,
first of all, you agree with the prospect.
I'll be more than happy.
Don't say oh, I'm not gonna send you a proposal.
No, I'll be more than happy to.
Based on what we've discussed so far,
what we've talked about so far,
does this sound like something you would go with?
I just wanna see, I wanna gauge the interest level, right?
Are we gonna do business today,
or are we gonna do business a month from now,
or a week from now, I wanna know.
If there's another objection that they're thinking,
I want them to bring it up.
So he might say something like well, you know,
actually, you know, even you send it to me
it just, it's not what we're thinking at the moment.
Or your product or your service, your software,
it doesn't quite exactly fit exactly what we're looking for.
That's okay, I wanna then deal with the real issue.
Not the smoke and mirrors.
Way number two, Mr. Prospect, I'll be more than happy
to send you some quotes in writing.
I'm just curious, how does this compare to other quotes
you've received so far?
You like that, now see very powerful.
Why is that so powerful?
Because I wanna see who else is he talking to, right?
Is he thinking about price, or is he thinking about value?
I wanna know, right?
More than happy to, first of all,
always agree with the objection,
agree with the prospect first, right?
And then say well, how does this compare?
What is he thinking, I wanna know
how does this compare to other quotes
you've received so far.
Now he might say, well actually
we have not talked to other people yet.
Okay, that's good to know.
Or yeah actually I'm planning to talk to two more vendors,
and see what kind of quotes we get.
Or he might say you know what?
Yours is actually a little more expensive
than some of the people that we're talking to.
Then it's a question of price and value, right?
And in other videos, I've already taught you how to handle
some of those value kind of questions, right?
If they have an objection in terms of price.
So that's the second way you can handle this.
Number three, when clients say,
yeah put that quote in writing and send it to me,
you can also say, absolutely, I'll be more than happy to.
Mr. Prospect, based on the quote
or the price that I've gave you so far,
does this sound like it fits within your budget?
You see, right there, I'm cutting the chase, right?
I wanna, like a knife, cut through the butter.
What is the core issue here,
does this fit within the budget?
I wanna know.
Now they might say oh yeah, it fits with our budget,
or they might say oh, there's no way in hell,
like this is way over our budget.
That's good, I wanna know up front.
Are we gonna do business or not.
In fact, let me give you a bonus one,
here's the one that I use all the time,
one of my favorites, I would say something like this,
Mr. Prospect, let's just pretend I send you the quote,
and the proposal, and you like what you see,
what's gonna happen next?
What's gonna happen next?
Now the truth comes out.
They might say you know what,
actually we will not gonna be doing business,
we're not quite ready to hire you.
Maybe in the next couple months,
we're thinking like three or six months down the road.
Good, then I know what I need to deal within
now 'til three months later, six months later.
What's some of the followup I need to do.
Versus, I send a quote,
and then I'm expecting them to hear from me,
knowing that they're not gonna do business with me,
within that first few months.
So I would approach them very, very differently,
does that make sense, right?
So those are the four ways you can handle these objections.
Now I have so many different techniques
that I teach my students from all over the world,
on how to handle different objections,
and how to close anyone and anytime,
and here's what they have to say.
- Hello HTC family, this is Boris from season 11.
I want to report my first boom, yes.
I am 14 years old, I live in Belgium,
and I just closed a $3,500 package, at $350 commission.
I feel very grateful for Sifu to teach me this high income skill.
I love failing, I have failed so many times.
Yet I persisted, now I'm here, now I've closed
a $3,500 package, I am 14 years old,
and I can do it, why can't you do it?
- Today I had two calls,
and I managed to close two calls, two deals,
so $2,000 each, so the total of 4,000.
- So if you want to increase your income,
you want to improve your closing ratio,
check out my introductory class
on the art of High Ticket Closing.