A good way of avoiding a decision is to say ‘I want to think about it.’ I do that all of the time at home if I am unsure or if I am unconvinced. It’s my way of being certain that my intuition is correct.

In my case I am not dithering, because sometimes people do want time to think things through. But, very often, this can be an excuse or a put-off.

My advice?

Ask:

• ‘What exactly do you want to think through? (Whatever you do – don’t pause here!) Is it the implementation schedule? Is the bottom line? Is it the timing?’

Once you have isolated the real reason, you are much better placed to respond to the objection.

Going For “Yes”

• ‘If you agree, shall we go ahead right away?’

Its very directness appeals to the Driver or Expressive personalities.

If the answer is “no”, ask: ‘What’s preventing you from going ahead?’

The Alternative Choice Question

This is less direct because you enable people to make a choice between two possible options.

• ‘When would you like to start – Friday or shall we wait until Monday?’
• ‘Which of these two do you prefer?’
• ‘Which support contract is most appropriate for you – this one, or that one?’

The Minor Decision

Here, you ask people to make a decision about a relatively unimportant aspect of the proposal. If they give the go-ahead, the assumption is that they agree to the whole idea.

• ‘Where do you want your logo to appear – at the top of the form or do you think it would look better in the bottom right hand corner?’
• ‘By the way, how do you intend to resource the project?’
• ‘How should we deal with the Southern branches?’

The Assumptive Question/Statement

This question/statement works well with Amiables and Expressives, both of whom need a continuous nudge towards decisions. (Be careful with Analyticals who dislikes presumption.)

• ‘After we start, I assume you’ll want a monthly update?’
• ‘You’ll notice significant improvements immediately after we start.’

And Finally: The Benefit Summary

Some people like to hear a review of the benefits they will receive if they agree to your ideas. A quick list followed by a decision question often does the trick.

• ‘Ok – let’s summarize. After we’ve made the alterations you will notice that you have extra time available for other things, you’ll start to save on budget and you’ll have a happier work force. So, shall we go ahead?’

To understand and read more about the four personality types mentioned in this post, please see “How To Relate To And Influence The Four Personality Types” here

Today’s News: Do you know this man?

No? His name is Harlan H Goerger – he is a prominent  Top Sales Expert, and he delivers very, very high class presentations. So today is a big treat for me and you can join me with my compliments.

Client Accountability, How to Get It, How to Keep It!
Tuesday November 17th 2009 1:00 PM EASTERN

Getting that sale is a fantastic feeling. The time and effort that goes into getting that “yes” can be daunting. Then it happens and the client doesn’t follow through! The actions they said they would do are not happening and the sale and relationship are potentially in trouble.  What does a salesperson do?  There has been too much input to just walk away! Business is here and the company needs it, so what can turn this around and how do we hold the customer accountable!

The reality is the accountability starts with the beginning of the sale, not the end. How does a salesperson set up accountability right from the start and carry it through? Imagine the powerful relationships one could have with accountability on both sides.

Harlan will give you:

The words and tools to set up accountability right from the start!
How to get the customer to set standards higher than you expect for themselves!
What to say to keep them on track when they begin to stray!
How to lock out competition by keeping your client accountable!
Get your edge and get better results today by attending!

Enroll now! For FREE on me, HERE

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