274 One Simple Question to Eliminate an Objection Before Hearing It

You are listening to the art of sales. Everyone sells every day. And this is your source for conversation. 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. Today I'm sharing a brief, easy-to-adapt and a very powerful technique to use that accomplishes several things. One, it preamps objections before they occur. Also, it helps people visualize themselves already owning and using your product or service. And it gets a micro commitment, which makes it easier to get the major commitment. And I got to tell you, this really should require permit. It's that powerful. So here's what you want to do. After the questioning part of your sales call, when you're beginning to explain your offer, but before you have explained it completely or asked for the sale, ask this one question. I'm curious. If you were to do this, how would you see yourself? Now then, you would fill in the blank with the picture of them using your product or service. Or better yet, make it a picture of them using your product or service and getting the result that they want or want to avoid, for example. I'm curious if you were to move forward with the training, which departments would you see being included? I'm curious. If you were to install this, which of the options would you feel would be most useful for you? I'm curious. If you had this additional data, how much do you think you'd save and written off loan expense? I'm curious. If you did outsource your video editing, how much time would that free up per month for other tasks? Now when you unpack this, you can really see the power of what's happening in the prospect's mind. They're selling themselves right in front of you. Now you don't want to stop with the first answer. Like most things we hear, we want to dig deeper and prompt them to tell us more behind the why of what they just said. And in doing so, they are selling themselves even more. So you could say things like, oh, why is that? Or tell me more about that? Or one of the greatest questions of all time, just simply saying, oh, so when you go through this process, do you think they're really going to object to what they just said? No. Plus they've now already somewhat taken ownership of what you're offering. And that makes it really tough to give it back. So think of situations in which you could use this and how you would adapt it and then fill in the blanks. So again, the process is I'm curious if you were to do this or implement this or get this, how would you see yourself and then you fill in the blanks with the picture of the result and of them using or owning that product or service. All right, hey, you know what time it is. You ran it to the B.I.N. Everywhere you'll never feel what they say. It's the art of the sales, the squot of the day. That's right. It's time for the quote of the day. Today's quote comes from Harvey McCay. And Harvey said, a mediocre person tells a good person explains a superior person demonstrates and a great person inspires others to see for themselves. And of course, we could substitute person with sales person or sales professional there because that's exactly what we're talking about here, getting people to see something for themselves. Hey, if you're getting value from this show, I'd also like to give you my entire seven-step sales process in book form. It's called How to Place the Successful Sales and Prospect and Call. And I want to send it to you. It's an actual turn in the pages. Hard copy book that we will mail to you. All we ask is that you help with the $4.95 shipping. Actually shipping and handling is more than that. But that's what we're asking you to help cover. So you have some skin in the game, fair enough. So to get that book, you can go to freesalesbook.com. Freesalesbook.com that offers good for US addresses. We do have an international option there on the page as well if you're outside the US. Hey, thank you 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 Artsubshaq.