What’s your trick for overcoming objections? or What’s your best closing trick?
Questions like these plagued me for years like the Masque of the Red Death. Salespeople haunted me for quick tricks that do not exist.
Sales tricks are an illusion. Questions that manipulate your customer to say yes or agree with you are tactics that eventually fail. Some people may fall for these tricks, but as Abe Lincoln said, “You can fool some of the people all of the time, all of the people some of the time, but you cannot fool all of the people all of the time.”
You can only fool a buyer once.
Trick your buyer into making a purchase and you lose their confidence and trust for eternity. You will never keep them as a customer and they will not give you glowing testimonials and referrals.
Sales tricks lead you to sales purgatory. Selling with tricks is like selling in a funhouse. Nothing is what or where it appears to be. You’re never on solid ground. Floors and walls move, the bottom drops out and your customer disappears like a ghost. You turn into a sales zombie and groan with the lost sales souls forever complaining about failure.
If you want to be a top sales performer, don’t trick your customers, treat them.
Candy is not enough, so ditch the gifts and meals. Become an expert. Learn everything you can about your customers’ businesses, know your products and services inside and out and help your customers grow. Help your clients get the brass ring they’re vying for and they’ll reward you with good business.