Most likely objection is just a smokescreen for an objection your
prospect has not mentioned yet.
Once you find out the real objection, go back to Step 3 of the Sales
Map and follow the flow chart again until you get a yes.4.John:I don’t have the time.
Time and money are similar objections. Both mean that the prospect
does not value what you are offering sufficiently to give up the time.
No one wants to spend valuable time on something we see no
value in.4.Andy:I can appreciate that and earlier you told me that your re-
sults are not where you want them to be. Can you afford not to
change what you are doing currently?
Again, we agree with the prospect and use what he told us earlier. Then
wait for his response and go back to Step 3 on the Sales Map.
If a prospect has not purchased what you are selling and you have
gone through the loop and have offered your close at least six times,
refer him or her to your Web site. Most likely you will not be able to
serve this person right now. Don’t waste time. Move on to the next
prospect.In Sales Dialogue 2, you are Bill Smith, a home improvement
contractor. The purpose of your call is to find out whether your po-
tential customer qualifies for your services and whether you both
would benefit from your personal visit to his or her home. Notice in
this dialogue that the prospect does most of the talking. Bill gets
this result by asking questions and ending each of his comments
with a question. Notice, also, that Bill does not allow himself to be
stuck in making a canned presentation. He engages the prospect by
finding out what matters to him or her and by asking for commit-
ments as the process moves along.
Bill has just completed a kitchen renovation for Mr. and Mrs.
Benson at 12 Country Lane. After the job was done, he asked
the Bensons for the names, addresses, and phone numbers of
friends, neighbors, and associates who might also be interested in
his services.
While taking a break from his work, he walked around the
neighborhood writing down the names and addresses of the people
living in the area and making notes about the houses he saw in the238 Learning to Sell the Easy Way