Just in case you’ve been living on planet Pbyocka in the Scarro sector for a few years, the dictionary defines “wedgie” as, “The condition of having one’s clothing stuck between the buttocks, often from having had one’s pants or underwear pulled up as a prank.” That would seem like a really good analogy for mentally wrestling with a sales prospect that just won’t make a decision. I wouldn’t call these prospects pranksters, but…well you know what I mean.
The thought of a wedgie is a great description of something all salespeople are forced to regularly confront, so in this post let’s determine how to surgically remove one, in order to be able to forge ahead and close more sales. Of course, you would always prefer that prospects say “yes,” but at least when they say “no” you can move on, since fence sitters take up inordinate amounts of your time and energy with little to show for it.
Usually a dilemma like this is associated with closing a sale, but can also sneak up on you as you try to make an
initial appointment, ask for a logical next step, and even when your buyers try to convince themselves you are actually offering a valid solution for their pain. Regardless, you need an effective extraction process to remove wedgies and advance the sale, so here’s a suggestion:
- First, synch with whatever your buyer states, so as not to sound argumentative.
- Follow that by doing your best to simplify the issue, which will make it easier to act on.
- Finally, suppose whether there’s a legitimate sales opportunity for you by asking the buyer a question.
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The post you are in the middle of reading today is another example of the type of topic addressed by the book, Sell is NOT a Four Letter Word, and the accompanying Study Guide for management. Why not watch a short video that explains and outlines these tools, here?
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The process is quick, but respectful, and can save considerable wheel spinning, as well as removing the dreaded wedgie. Here’s how the extraction might play out:
Buyer: “Would you send me some literature that contains some more detailed information?”
You: “I’d be glad to send you some, (synch) but to make sure it’s relevant, what specifically are you looking for?” (simplify)
Buyer: “Basically something that shows the preparation steps we would be responsible to perform before the installation can occur.” (If the answer includes some verbs, such as “We’re looking to achieve … fix … solve …avoid … improve….” there’s a good chance your prospect realizes some action needs to be taken.
But if the response sounds like, “Oh, just whatever you have laying around that would tell me a little more…,” you just got a Melvin, and it might be time to move on.)
You: (Think aloud and verbally help your buyer through the decision-making process, for example)
“So, from the time you receive this information, what and when do you realistically see happening next?” (suppose)
Buyer: “Once I receive that, I am confident I can get you an audience with the restoration committee during their next meeting on the 13th.”
(Again, an answer containing verbs is positive and sort of like the buyer letting go of their grip on your boxers; while a lifeless, wimpy answer is just one more jerk on your Under Armor’s.)
Using this simple course of action will not only help you remove a sales wedgie, but will also help you avoid taking up residence in “Pendingville!”
©2014 Robinson Training Solutions, LLC
