I’ve got a little tip for you that I absolutely love and that makes me a lot of money. But it is kinda hard to communicate sometimes, so I’ll do my best.
To start off let me ask you a question: Do you ever tell people they CAN’T buy from you??
And I don’t mean that you turn them down because you are all out of your product or your boss told you that you can’t sell to a particular area or something. I’m talking about a person who is ready to hand you money and you could easily take it in exchange for what you’re selling…but for one reason or another, YOU REFUSE to sell to them.
Do you ever do that?
I do it all the time. And no I’m not talking about “take-away selling” (which is very powerful but that’s another topic). I’m talking about refusing their money…forever.
Now this may seem a little strange because as salespeople and businesses that’s how we make a living; giving people what they want in exchange for money.
And don’t get me wrong I love to make sales but I also know the signs of a troubled prospect. I know that taking money from a troubled prospect that will turn into a troubled client is costing me more money than it’s worth. Their endless problems and extra favors they ask for is NOT worth it.
For every troubled client I have to deal with I lose out on getting to serve three great clients.
There are several other benefits to turning down these types of clients.
For starters you will feel much more abundant because you can easily turn down money. And when you come from a place of abundance and not scarcity you seem to attract much more abundance.
Another good reason for turning down clients is exclusivity. You and your company are coming off as a business that is exclusive, and it’s a privilege (not a right), to do business with you. People flock to organizations and salespeople who are exclusive and who won’t do business with everybody.
The last very important reason why it’s important to turn some people down is that it trains you to hold the power in your selling relationships. You won’t come off as a whiny, wimpy salesperson or business that is begging for the sale. Rather, you come off as if you don’t really need the sale and the client must in some way prove themselves as worthy buyers.
If your clients feel like they have to prove themselves to you in order to buy, do you think they’ll have much resistance when you try to close the sale? NO WAY!
A favorite quote from the movie Boiler Room sums it up best, “I don’t need your business, I value it.”
A couple things to watch out for:
1. Don’t come off as cocky! People detest cocky salespeople and won’t do business with you no matter how much they want what you have. Remember, you are coming from a place of POWER not arrogance or cockiness.
2. This technique is not to be used to make people mad. If you have to refuse a potential customer, do it in a nice way. Telling them that it’s not a good fit for both of you is a good start. But don’t insult them.
3. Don’t make exceptions or rationalize when you know you shouldn’t do business with a particular prospect. “Just this once” will leave you in a whole lotta pain and leave you worse off than when you started.
So there you go. Don’t be afraid to lose sales and don’t be afraid to refuse problematic customers and you will see your results increase to a level you never thought possible.
Till next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html
P.S. If you still haven’t figured out to use power and leverage to generate tons of leads and sales than you need to grab the Cold Call Crusher training course right now. You only pay shipping for the first 30 days and it’s guaranteed for over 120 days from the day you buy. You also get hundreds of dollars in bonuses but hurry before they are gone!
Go to http://www.coldcallcrusher.com/thesystem.html
