December '16

For the Business of Apparel Decorating

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14 || P R I N T W E A R D E C E M B E R 2 0 1 6 Jeffrey Gitomer is the author of The Sales Bible, Custom- er Satisfaction Is Worthless Customer Loyalty Is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Get - ting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, SELLING SMART B Y J E F F R E Y G I T O M E R and Social BOOM!. His website,, will lead you to more information about training and seminars, or email him personally at S alespeople hate holidays. Holidays are an excuse for decision- makers to put buying decisions on hold, but the worst time is from Christmas to New Year. "Call me back after the holi- days," and "Call me after the first of the year," are two of the most hated phrases in sales. Call me after the holidays is not an objection, it's worse; it's a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it and then still find the real objection or barrier before you can proceed. STALL SUGGESTIONS Here are 11 clever lines and winning tactics to use that will help overcome the stall: 1. Close on the stall line. "What day after the first of the year would you want to take delivery?" 2. Firm it up, whenever it is. Ask, "Can I buy you the first break- fast of the new year?" Make a firm appointment. 3. If it's just a call-back, make the prospect put it on his calendar. Call-backs must be appointed, or the other guy is never there when you call. Putting it in a calendar makes it a firm commit- ment. 4. Tell them about your resolutions. "I've made a New Year's reso- lution that I'm not going to let great prospects like you, who really need our product/service, delay until after the first of the year. You know you need it." 5. Offer incentives and alternatives. Create reasons not to delay. Buy now, invoice after the holiday. Order now, deliver after the holiday. 6. Question them about differences and close them when they get there. "What will be different after the holidays? Will any- thing change over the holidays that will cause you not to buy?" The prospect's likely answer will be "Oh no, no, no." to that you can respond, "Great! Let's get your order in production (service scheduled) now, and we'll deliver it after the holiday. When were you thinking of taking delivery?" 7. Agree. Then disagree. "I know what you mean, lots of people want to wait. Most don't realize that the money wasted/saved between now and the first of the year, will equate to a XX per- cent savings if they buy now. Are you sure you want to waste the money?" 8. Get a testimonial video. Ask someone who bought before the holidays and was glad they did to do a one-minute video about the value they received. Have them disucss how they initially wanted to wait and how happy they are that they didn't. Videos with similar situations are a thousand times more powerful than your sales pitch. 9. Drop-in with holiday cheer. Use a small holiday plant or gift to get in the door. No one says no to Santa. 10. Create urgency. "The price will rise after the first," or "There's product or delivery back up after the first; it's best to schedule now." 11. Be funny. Say, "So many people have said 'call me after the first' that I'm booked until April. I do, however, have a few openings before the first. How about it?" Making the other person laugh or smile will go a long way towards getting past the stall. "Call me back after the holidays." It's That Time Of Year

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