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The Script that Always Closes
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Mike Brooks
Mike Brooks, Mr. Inside Sales, is president of Inside Sales Solutions, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. A published author, executive coach and sales trainer, Mike has been teaching the skills, techniques and strategies of Top 20% sales performance for over 25 years.
Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. Mike just published the definitive book on Inside Sales called, “The Real Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.” To read about this book, and to find out how to become a Top 20% producer, visit his website: www.MrInsideSales.com
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Mike Brooks
You hear it all the time – if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?
Let’s face it – prospects will often buy from people they like, know or trust. Your enthusiasm for your product or service is also a big factor in getting your prospects to place an order with you as well. Knowing this, I’ve often used the following script to not only build value in my product or service, but also to build value in myself. Here’s what to say:
If your prospects says, “I can get cheaper,” or “Well the XYZ company has something similar or for less money,” or anything like that, say:
“You know ___ I’m aware of all the other options for this (product or service) and quite frankly if I thought any of them were better for my clients, I’d be working there and selling them.
“When I got into this industry I did my own research, and I looked for the best company that not only offered the best (product or service) but also delivered the best customer service and follow-up. I chose (your company) because they give my clients the best overall value and the best experience and that means they continue to do business with me and refer new business to me as well.
“If there was a better product or company for you to be doing business with I’d be there and we’d be talking about that. But there isn’t.
“Bottom line – if you want the best overall value, results and experience with this (your product or service) then do what I do did – choose (your company) – You’ll always be glad you did. Now, do you want to start with the X size order or would the Y size order be better?”
This technique builds value in the most important part of any sales transaction—you and your belief in your product or service. Use it each time you get the price/competition objection and watch your sales and confidence growth.
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: Free Weekly Ezine
infolosophy
4 days ago
14 comments
Here's the thing...If a salesperson spends more time on the other products, it tells me he questions the quality and value of his own.
No matter how I, my company or my industry defines value, ultimately the customer is the sole arbiter of what that concept means to them.
Building value to me is about my offerring and how my offer fulfills the customer's needs the best.
That then, requires me to find out the real, emotional reason the customer wants to change/fix/etc. his circumstances and then tailor the presentation to answer those needs.
Interestingly enough, if I do a good job of that, price becomes much less important.
CSRushing
9 days ago
28 comments
I sold Kirby vacuums for a while and that was generally the line we could count on to close a balky customer. "Look, if I thought Hoover, Eureka or Rainbow was a better machine, I'd sell them. But after X years of doing comparison tests, I haven't found that to be true."
It doesn't work 100% of the time (NOTHING will, as every client is unique), but it can be used in a tricky situation for great gain.
But as Rich and Matthew said, there are steps before this. The trick, if you want to use this line a lot, is to simply corral them into saying the setup line. If you make the final issue to resolve yours or another company's product, then this is great clincher.
lmatthewchristensen
16 days ago
36 comments
This is a great last resort in my opinion. Like rich34232 said, there are probably other steps to take earlier on to build a good base, but in the end, if this potential sale is still talking about other companies, then what a great way to call them out and wake them up a little.
rich34232
2 months ago
508 comments
these are great lines.However you should only have to use these lines at a minimum. When building a relationship with your client that alone normally beats any price concerns
Ethan_Davidoff
4 months ago
10 comments
Yea, that line works well, really conveys your own personal value as well as the product you are selling
rich34232
4 months ago
508 comments
I just used ,if there was a better product or company I would be there and we would be talking about that. The client agreed and we went on to do the job.
rich34232
4 months ago
508 comments
I really like 1 and 3