267 There Must Be Agreement On Two Levels to Help Them Buy

You are listening to the art of sales. Everyone sells every day. And this is your source for conversational. Real-world sales and prospecting methods. That you are comfortable using and that get results. You'll help people buy instead of pushing them into being sold. Here's your host, Art Subject. In many sales situations, there are two levels of agreement that we need to pass in order to get the sale. Number one, agreement that they will take action on their need or their problem or situation. And number two, agreement that you will be the one to help them do it. Let me give you a personal example of this. I was out in my driveway and a guy came walking over from a neighbor's house. He had a uniform on with his company name, so I knew it wasn't some random weirdo. And he approached me, smiled and said, hey, I'm with, and I forget the name, but it was an outdoor grill cleaning company. And he said he was cleaning my neighbor's grill and wondered if I'd like to get a price quote on cleaning mine. Well, I have 12 grills, smokers, and cookers in my yard. Hey, they all have their own purpose. Anyway, I do a pretty good job of keeping them clean for the most part. But the one gas grill that I have in the main outdoor kitchen is perhaps due for a bit of a thorough, deep cleaning. So I said, well, okay, he could take a look. So he looked at it, poked around, grimaced a little bit, and made noises like, yeah. And then he said he would email me a price quote. Actually, that was his first mistake. He should have engaged me more right then and there and given me a quote right there on the spot. But anyway, a few days had passed and I pretty much forgot about him. Now, to his credit, he did call to follow up a few days later. And I told him I now wasn't sure if I needed it done and that I felt that the price was actually a little steep for the service compared to when I had it done a few years ago. Now, how would you have handled this situation? Well, here's what he did. He decided to tell me that's tell me how good he was, how he did things other cleaners didn't do. And that most homeowners couldn't do themselves. And then he mentioned a few other things that were mostly all about him. However, he didn't pass the first level of agreement that I felt I really needed it done in the first place and that I was going to get it done. Once that had been developed, then he could have worked on the second level. For example, he could have said, oh, I say, well, let's talk about that. What prompted you to even consider getting it cleaned? Now, my answers would have directed the rest of the call and given him a shot. Because if I told him I was really sick of the grease all around the cooking area and how the entire thing looked when people are sitting around the island watching while I'm cooking, he could have really developed that. And then I probably, well, actually, certainly could have been convinced or convinced myself. I'm kind of convincing myself as I'm saying this. Anyway, I rationalized that it doesn't really look that bad and I can do some surface cleaning myself. So here are some other questions. You could have used before even giving a quote and questions that you can use to determine if they've crossed the first level of buying. So for example, is this something that you've already decided that you're going to do? So you've already determined you're going to have it done. Now it's just a matter of how you're going to do it. Is that right? Bottom line, it's a futile effort to try to sell someone on why you're the best provider. And they haven't even decided that they need what you have. So think about how this applies to what you sell and the questions you can ask in your own sales situations. Alright, hey, you know what time it is. That's right. It's time for the quote of the day. This quote is about follow up. It comes from Michelle Moore. And Michelle said, not following up with your prospects is the same as filling up your bathtub without first putting the stopper in the drain. Speaking of follow up and questioning and taking the sales call to the next level. I'd like to give you by seven step sales process in a free book. That's right. The book is how to place the successful sales and prospecting call. It's a physical turn the pages book. I want to send it to you. It is $4.95 for shipping, which doesn't cover my entire shipping. But we will send that book to you in the US. There is an international option at this page, which is freesalesbook.com. Thanks so much for investing your valuable sales time with me today. Until next time, go out and make it your best sales day ever. I'm Art's up check.