A little tip from Bobby Hull

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Apr 15, 2007 9:19 pm

Just thought I'd suck up to you guys a little......A little tidbit from the Sandler Sales System


The Thermometer Close is a technique that helps you measure the degree to which your prospect has been sold. Here's how it works: "John, we've covered a lot of ground so far, and there's still more to show you, but on a scale of zero to ten, zero meaning you have no interest in my service and ten meaning you have already decided to buy my service, where are you?" If he says he's a ten, there is no need to finish your presentation. Pains four and five are irrelevant. The deal is done! If the prospect is less than a six, you've got a problem. In our present scenario, John already has said yes to you three times. He?s agreed with you one hundred percent three times. So why is he less than a six? Did you push too fast? Did you assume he was one hundred percent when he wasn't? To find out what went wrong, ask him! "John, based on what you've told me so far, I don't understand why you say you're a four. Can you help me understand that?? Whatever John says will reveal deeper pain, new pain, or a pain that your Fulfillment Step hasn't alleviated. Be patient. Listen. And begin the process again. Most of the time, at this stage of Fulfillment, your prospect will be higher than six. In that event, you say: "John, what do you need to see to get to ten?" And then, whatever he has to see is what you show him, nothing more and nothing less. After you've shown him what he's asked for, check his temperature again: "John, on that zero to ten scale, where are you now?" You can bet he'll be moving upward, and eventually he'll arrive at ten. Now, this is important: When your prospect arrives at ten, don't use a worn-out, traditional close like, "Want me to write this up?" Instead, simply ask this question: "What would you like me to do now?" See what you just did? You placed the pressure where it belongs-on the prospect. Let the prospect tell you what to do. Let the prospect close the sale. That way? the prospect can never accuse you of forcing the sale.

Apr 15, 2007 9:26 pm

Hmmmm.....sounds alot like, "What would I have to do to get you to drive away in a new car today?"

Apr 15, 2007 9:41 pm
Soothsayer:

Hmmmm.....sounds alot like, "What would I have to do to get you to drive away in a new car today?"


Is that good or bad?

Apr 15, 2007 10:05 pm
Bobby Hull:

Just thought I'd suck up to you guys a little......A little tidbit from the Sandler Sales System


The Thermometer Close is a technique that helps you measure the degree to which your prospect has been sold. Here's how it works: "John, we've covered a lot of ground so far, and there's still more to show you, but on a scale of zero to ten, zero meaning you have no interest in my service and ten meaning you have already decided to buy my service, where are you?" If he says he's a ten, there is no need to finish your presentation. Pains four and five are irrelevant. The deal is done! If the prospect is less than a six, you've got a problem. In our present scenario, John already has said yes to you three times. He?s agreed with you one hundred percent three times. So why is he less than a six? Did you push too fast? Did you assume he was one hundred percent when he wasn't? To find out what went wrong, ask him! "John, based on what you've told me so far, I don't understand why you say you're a four. Can you help me understand that?? Whatever John says will reveal deeper pain, new pain, or a pain that your Fulfillment Step hasn't alleviated. Be patient. Listen. And begin the process again. Most of the time, at this stage of Fulfillment, your prospect will be higher than six. In that event, you say: "John, what do you need to see to get to ten?" And then, whatever he has to see is what you show him, nothing more and nothing less. After you've shown him what he's asked for, check his temperature again: "John, on that zero to ten scale, where are you now?" You can bet he'll be moving upward, and eventually he'll arrive at ten. Now, this is important: When your prospect arrives at ten, don't use a worn-out, traditional close like, "Want me to write this up?" Instead, simply ask this question: "What would you like me to do now?" See what you just did? You placed the pressure where it belongs-on the prospect. Let the prospect tell you what to do. Let the prospect close the sale. That way? the prospect can never accuse you of forcing the sale.



WOW!!   I love this place!!! 

Apr 15, 2007 11:09 pm

Quote from Bobby Hull:

"Fellas, I've been posting non-stop on these boards for a very long time.  On a scale of 1 to 10, how interested are you in anything I have to say?"

Answer:  "zero."

Apr 15, 2007 11:19 pm

Bobby... poor Bobby. You've just opened yourself up to all kinds of pain.

Apr 15, 2007 11:39 pm
Ashland:

Bobby... poor Bobby. You've just opened yourself up to all kinds of pain.


Patel or whoever you are, I will take ideas from a salesman over a consultant any day.  I imagine to Bobby, your words are water off a ducks back.

Apr 16, 2007 5:05 am
Soothsayer:

Hmmmm.....sounds alot like, "What would I have
to do to get you to drive away in a new car today?"





This is when I ask if the salesman has seen "Indecent Proposal"



BTW: I never buy the car at the end.

Apr 16, 2007 8:17 am
Rob Yull:
Ashland:

Bobby... poor Bobby. You've just opened yourself up to all kinds of pain.


Patel or whoever you are, I will take ideas from a salesman over a consultant any day.  I imagine to Bobby, your words are water off a ducks back.



Word.

Apr 16, 2007 8:19 am
Ashland:

Bobby... poor Bobby. You've just opened yourself up to all kinds of pain.


Care to post any sales tips, yourself?

Apr 16, 2007 9:00 am

Meet people who have money and are motivated to change where they are or what they are doing. Find out what they want their money to do for them and give them a clear pathway to achieving it.



Avoid sales and closing 'tactics'. Talk to people about stuff that is important to them. I can't source this but: 80% of HNW clients strongly dislike their FA. They don't move because we all talk the same and use the same 'tactics'.

Apr 16, 2007 9:22 am
Soothsayer:

Hmmmm.....sounds alot like, "What would I have to do to get you to drive away in a new car today?"



Yep, that's the part where the salesman spends his time talking about the PAYMENT you can afford, obscuring the actual PRICE you end up paying for the vehicle.

Sound familiar?  Maybe to certain annuity sales tactics?

Apr 16, 2007 9:35 am
joedabrkr:
Soothsayer:

Hmmmm.....sounds alot like, "What would I have to do to get you to drive away in a new car today?"



Yep, that's the part where the salesman spends his time talking about the PAYMENT you can afford, obscuring the actual PRICE you end up paying for the vehicle.

Sound familiar?  Maybe to certain annuity sales tactics?


Prospect: Joe, I want to think it over.


Joe: Okey Dokey. Just take that proposal with you. If I hadn't heard from you in 8 weeks, is it ok if I call you, remind you of who I am, and try to sell to you all over again?


Prospect: Sure, Joe. If that gives you some hope then let's plan on that.


Joe: Thank you so much for your time. I needed some practice with my presentation. You've really helped me.

Apr 16, 2007 12:59 pm

I just want to compliment Bobby for stepping up and putting his ideas out there. Think before you bite. It is obvious that not helping the client make a decision will end badly for everyone.

Apr 16, 2007 1:27 pm

Avoid sales and closing 'tactics'. Talk to people about stuff that is important to them.


What?  Don't try to close the sale and just hope that the prospect has ESP and will decide to choose the investment you have in mind?


1. Bond with your clients. Find commonality.  Find out what is important to them.  Figure out what type of person you are talking to. Analytical, emotional etc.  What triggers this perso?. Make them see you as a person too with whom they have some common experiences, feelings etc.  You don't want to be JUST a salesperson to them.  You want them to like you.  It's harder to turn down someone that you like.


2. Present the investment and investment strategy stressing how it will fit into and enhance what is important to them and make your sales presentation compatable to their personality type.


3. Ask for the order. Close the sale. 


4. If they don't take the sale. Don't let them walk away.  Find out what they object to in the investment.  Adjust your presentation on the fly to overcome the objections.  Ask for the order again.


Rinse and repeat.

Apr 16, 2007 1:54 pm

Iron Lady you bring up some good points.


Emotion - you spend most of your energy building the relationship.


We stay big picture, "selling" concepts.


Bobby, don't need the cheesy trial close, 'cause when they buy the concept, they are buying you and your investments.


The investments are almost a distasteful detail that comes at the end.


I like a yellow pad and lots of concepts, personally don't like any sales literature, except a prospectus or whatever at the signing.


I guess if you have an endless supply of buyers walking the lot, you can hard close. Otherwise, you will need to finesse the deal if you want to get referalls.


Queen Iron Goblet's idea of  "adjusting" and asking for the order again is just part of a normal decision making process.

Apr 16, 2007 3:34 pm

Bobby actually gave you something that you should use and if you use it it will make you money. The key is " What would like me to do for you? and then listen......"  It's part of the WEDGE....

Apr 16, 2007 3:54 pm

That IS good. ( Did you mean, hit your pitching wedge shot onto the green, and ask, "what is it you would like me to do for you?)


I liked that scene in  Michael Moore's Farenheit 9/11, when Bush disses Bin Laden, then tees off. Moore's serious treatment of that scene, and the liberal reaction, taught me a lot about human intelligence and leadership in crisis.

Apr 16, 2007 5:21 pm
Ashland:

Meet people who have money and are motivated to change where they are or what they are doing. Find out what they want their money to do for them and give them a clear pathway to achieving it.

Avoid sales and closing 'tactics'. Talk to people about stuff that is important to them. I can't source this but: 80% of HNW clients strongly dislike their FA. They don't move because we all talk the same and use the same 'tactics'.


No "coffee" for you.

Apr 16, 2007 8:45 pm
bondguysdog:

Iron Lady you bring up some good points.


Emotion - you spend most of your energy building the relationship.


We stay big picture, "selling" concepts.


Bobby, don't need the cheesy trial close, 'cause when they buy the concept, they are buying you and your investments.


The investments are almost a distasteful detail that comes at the end.


I like a yellow pad and lots of concepts, personally don't like any sales literature, except a prospectus or whatever at the signing.


I guess if you have an endless supply of buyers walking the lot, you can hard close. Otherwise, you will need to finesse the deal if you want to get referalls.


Queen Iron Goblet's idea of  "adjusting" and asking for the order again is just part of a normal decision making process.



Up to the close, I've established rapport and I've uncovered some pain. Now, all I do is sell to the pain. If I haven't addressed the pain, I won't close the deal. This close makes sure that I've covered everything.