Google+

TWO WORDS NEVER TO USE ON A SALES CALL

ON BECOMING THE OPTIMAL SALESPERSON®

By Dan Caramanico

TWO WORDS NEVER TO USE ON A SALES CALL

 

NEVER ask the prospect what is in his or her budget. I know that sounds like heresy which violates a cardinal principal of sales. I want you to find out how much they are willing to spend. I want you to have an in depth conversation about money. I just don’t want you to use the word “budget”. The word budget sounds like a proprietary word. A “budget” is a confidential element of a profit and loss statement. So prospects are instinctively reluctant to share it with you. There is no sense in putting additional obstacles in your path. So ask the question just don’t use the word “budget”. You might say “How much were you hoping to spend”? Or “Did you have a figure in mind?” Don’t give up until you get a number, just leave the word “budget” out of the conversation.

Here’s another one for you. NEVER use the words “decision maker”. When talking to a prospect. You should never ask “so, who is the decision maker?” I know this sounds like more sales heresy. However, there are a couple of good reasons for this. First of all, everyone is a decision maker of some sort. Even the gate keeper gets to decide if you get through to the boss. Increasingly you will find that there is no one decision maker. It’s a process that companies go through for major purchases. One person researches it; another recommends it. Someone else influences the decision but doesn’t have a vote and someone (or a committee) gives final approval. It is better to ask “What is the decision process for this kind of purchase”. Or “Who is involved in the decision”.  Another good reason not to ask is “Are you the decision maker?” This question can be interpreted as demeaning or it can put the prospect in an awkward position. What is she supposed to say “No, I’m just a peon around here.”  Worse yet, they may claim to be the decision maker meaning that they get to decide whether the product will work in the application. You interpret that to mean that they can sign the purchase order. Later you find out that three other people have to sign off before a purchase can be authorized.

Talk about money and uncover how decisions are made. Just don’t just don’t use the words that will elicit a misleading response or create more obstacles for you to get over.

 

Dan Caramanico is a salesforce development expert and he is the author of The Optimal Salesperson® One of Selling power’s top ten books for 2010. Get his weekly 1-minute video sales tips and some free sales training:  http://www.optimalsalesperson.net/affiliate.html?w=OSP001&p=D004

Entertainment

For movies opening September 30, 2016

  OPENING THIS WEEK Kam's Kapsules Weekly Previews That Make Choosing a Film Fun by Kam Williams For movies opening September 30, 2016 BIG BUDGET FILMS   Deepwater Horizon (PG-13 for intense action sequences, disturbing images and brief profanity) Disaster flick recreating the real-life events surrounding the 2010 explosion of the offshore oil rig in the Gulf of Mexico which claimed the lives of 11 crewmen and led to the worst … [Read More its Good for You.....]

Books

Richards Rocks!

  Sandra L. Richards The “Rice & Rocks” Interview with Kam Williams Richards Rocks! The American-born daughter of Jamaican immigrant parents, Sandra L. Richards is the author of “Rice & Rocks.” She hopes that her debut picture book will serve as an educational resource for families seeking to teach their children the value of their heritage and the importance of cultural diversity. Sandra completed both her undergraduate and … [Read More its Good for You...]

Art

More Than a Score

  ACRONYM TO FOLLOW by Peter Brav   Finally Our Day has come There’s a Day for everything For doughnuts, siblings, eight track tapes Grilled cheese, daughters and sons to work Encouragement, Alzheimer’s Coffee, math, chewing gum Blasphemy, yo-yos And now finally One for us Truly a Day to celebrate National Don’t Shoot An Unarmed Brother Doctor King Not Seeing Progress George Orwell Laughing It Is So About the … [Read More its Good For You...]

Real Estate

New Home Sales Jump in April

  New Home Sales Jump in April By Burt Carey Sales of new homes hit their highest rate since 2008 in April, according to the Commerce Department’s U.S. Census Bureau. April sales increased 16.6 percent over March figures, which correlates to a seasonally adjusted rate of 619,000 home sales projected for the year. The median price of those new homes was $321,000, the highest median price ever recorded. That’s up 9.7 percent … [Read More its Good for You.....]

Lifestyle

Richards Rocks!

  Sandra L. Richards The “Rice & Rocks” Interview with Kam Williams Richards Rocks! The American-born daughter of Jamaican immigrant parents, Sandra L. Richards is the author of “Rice & Rocks.” She hopes that her debut picture book will serve as an educational resource for families seeking to teach their children the value of their heritage and the importance of cultural diversity. Sandra completed both her undergraduate and … [Read More its Good for You...]

Outdoors

Apex Gear ACCU•STRIKE XS Series Bow Sights

  Apex Gear ACCU•STRIKE XS Series Bow Sights By Brad Fenson As an avid bowhunter, I’m always looking for a sight to not only help me acquire a target accurately and quickly but provide adjustability while being lightweight. It might be a lot to ask for but with a wide array of hunting situations, you have to be selective in your equipment to ensure you are always successful in the long run. The Apex Gear ACCU•STRIKE™ XS was … [Read More its Good for You...]

Sports

There Are Superheroes Among Us

  There Are Superheroes Among Us by Amy Lignor   This story truly proves that a superhero does not require a cape, tights, or the ability to fly. In a world where all headlines seem to be centered around who shot who, who is being put upon, who’s “getting away with it” – all the way to who is getting divorced and who may or may not be kneeling at NFL games – negative stories seem to be the only ones covered anymore by the media. … [Read More its Good for You...]

Business

Scholastic Announces Sales of More Than 3.3 Million Copies of Harry Potter and the Cursed Child

  Scholastic Announces Sales of More Than 3.3 Million Copies of Harry Potter and the Cursed Child Parts One and Two New York, NY (August 10, 2016) — Harry Potter and the Cursed Child Parts One and Two script book, the eighth Harry Potter story by J.K. Rowling, John Tiffany, and Jack Thorne, published in the U.S. and Canada by Scholastic has sold more than 3.3 million copies in North America to date.Scholastic announced a first printing … [Read More its Good for You...]

Travel

Vacation Time Has Turned “Spooky”

  Vacation Time Has Turned “Spooky” by Amy Lignor   Myths and legends, both spooky and surreal, are becoming the subject of many books and newspaper articles lately. And the location of many, oddly enough, happen to be in the Southwest. It used to be that a nice white sandy beach was the one place we yearned to go on vacation to get away from it all. Now, however, people are searching for places to travel where legends still exist, and … [Read More its Good for You...]

Green Living

Controlling a Species: Humans Being Humane

  Controlling a Species: Humans Being Humane by Amy Lignor   Humane. There is a reason why this word and human are basically spelled the same. What needs to happen, however, is for them to mean the same. There are societies out there that talk about just that. From clubs to groups to volunteer organizations that protect all varieties of our animal friends, “humane” is one act that they wish would be considered in any and all … [Read More its Good for You...]