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TEMPDIGEST
Giant Slaying and Other Uses for the Word "Great!"
Sales pros ask, "After I hear enough objections,
I feel like a whipped puppy and want to crawl into a hole. What
can I do to keep my attitude up?"
Standing in front of a group of executives at a meeting in Las Vegas
I asked, "What is the first word that should come out of your mouth
when greeted with an objection? The word is 'Great!'" The audience
looked at me as if thinking, "Is she serious?"
Then I followed with examples: "If your prospect says, 'We have
contracts with all of your competitors and have no room left for
you.' Say, 'Great!'"
"If your prospect says, 'How was your week?' Say, "I am not sure
I recall, buy you can bet it was 'Great!'"
When you greet every objection with a positive exclamation, you
maintain control of the tone of the conversation. A positive response
in the face of a potentially negative objection surprises prospects
pleasantly and serves to keep the attitude of the sales person upbeat.
A light heart and an upbeat attitude increase the odds of scheduling
an appointment.
The camera man who was filming one of my workshops in Kansas City
returned from a break saying he had tried immediate application
of greeting each objection with 'Great!' I was glad to hear he took
the matter seriously and had such quick results to report. He said
"During the break I approached a woman in the lounge and our conversation
when something like, 'Do you want to go out with me?'" 'You are
not interested? Great!'"
That was not exactly the application I anticipated hearing, but
it brought a smile and reinforcement for the learning.
There is no need to let the other person control the attitude and
direct the conversation into a downward spiral. Expect Great! things
when you plan your positive responses and be creative where you
apply them. They will come in handy when you need to slay a giant.
Source: Reaching the Top Dog: how to get to the million-dollar decision-makers
How to Get Past The Gatekeeper and Boost Sales
Sales professionals struggle every day to get into the office of
the top decision maker, but too often are stopped in their tracks
by the top decision-maker's executive assistant--the gatekeeper.
In the her book, Secrets To Scheduling The Executive-Level Sales
Call: how to win over the million-dollar decision-maker, consultant
Leslie Buterin unveils more than 49 keys that guide her readers
through the use of tested techniques and proven words which help
open the doors to reach the million-dollar decision-maker.
As a result, she has been able to help clients to meet face-to-face
with top decision-makers and to walk away with contract ranging
from $1 million to $13 million. Buterin explains in plain English--using
a minimum of technical terms--how her system can be effective, quick
and an inexpensive method of approaching and entering the executive
suite. She counsels the sales professional to be nice to the executive
assistant and strategically recognize that the job of the executive
assistant is to five information to the executive who in turn will
make the decision.
She says to avoid wasting the executive suite's precious time with
such social niceties as "Good morning," "How are you today?" and
"Is this a good time?" Instead, she says, state your purpose with
a benefit statement in words that answer the unspoken question of
"What's in it for my company?" Buterin says it is more effective
to say, "Diane? This is Mary Jones and I'm calling to schedule 20
minutes on Mr. Smith's calendar to see whether or not we can save
20 percent of his workforce expenses."
This book also includes bullet point, checklist, predictable
objections and overturns. It is an ideal primer for the beginner
as well as a refresher for the veteran
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