Hello sales fellows fastest way to learn sales podcast number 72, welcome to the show guys and girls in let's begin as usual with a motivational quote to get us going followed by the main content of the show and today's quote that I'm sharing is by someone new for me or maybe first time that I'm using her quote and her name is Ilya near Roosevelt. She was former first lady of the United States of well-known political figure. Her and she once said learn from the mistake of others. You can't live long enough to make them yourself learn from the mistakes of others. You can't live long enough to make them yourself. So there is two types of learning right learning after I make mistakes and learning from others when they make mistakes and today's topic is the number seventh key in selling, which is Impending event now that sounds a big word. You may ask. What is the impending event? Right impending event simply means that things will change in the future such as the price the process the service the performance desire the desire the availability all these things that you're selling today may change the the price or the product itself in the future and it is pretty much fair to To say my sales fellows that the prices you are selling your products or services to date at will not be the same in the future. Right? It will go up and in some cases. It may go down like the floppy disk. That was a joke. Anyhow, in order to be absolute success in sales, we must handle one objection to Perfection and that objection is I'll buy it later we all we all have come across. Especially in retail. Maybe I'll buy it later. I'll think about it that sort of that sort of an objection is I'll buy it later. So let's use an example from this the impending event, which is the seventh key of selling that we're discussing and put that in perspective. Okay. So for example, the prospect says the price on this house of the price on this house is too high and your response could be yes. I'll be I would be inclined to agree with you mister. Customer that the price on this home, like most everything else is too high, but you mr. Prospect are the one who said the price now, this will puzzle the Prospect and press Prospect may come back to you and say what do you mean that I am the one who set the price and then this the response you can give is you actually it was you. And all the other people who are in the market for homes who really said the prices for homes. So for example, if 90% of the people who are in the market for a home today were to suddenly stop looking I can assure you that in a matter of six months the price of this house will drop considerably. So what will happen your you know, what you're saying that if if there is no demand and the supply rule will come into play. If the demand goes down the price will definitely goes down right? However, you can continue however, everything indicates that more and more buyers will be in the market for a home in upcoming days and the law of supply and demand will set the price once again, so as you as you well know real state has consistently increased in price as a realtor, I firmly believe that in next. To 10 years you will be able to sell the same house for a lot more money provided you go ahead and invest invest in this home today in the future. You will benefit from the impending increase in price. So that's a very long answer to that little thing. But I hope that made sense to you. So what your what are you saying to him? What do you mean that I am the one who said the price basically that if 90% of the people stop looking today the supply I and demand rule of Economics will come into play and the price will drop right and you're telling him that that's not going to happen because more and more buyers are entering the house buying market and more the buyers more competition. The more the prices are going to go up and that has been the history of real State consistently prices have gone up. So you assure that based on some facts and data now the closing you do is that you are Reconfirm with him that the you know, he's got the resale value and next 2 to 10 years. The person will actually see better results better price will get better price better value for the same house that that is at whatever price today provided if he or she goes ahead with the purchase today in the future he or she will benefit from the impending increase in price, which is now explained. I hope to you guys in Crystal Clear manner. Now another key or another key area is to stay focused on handling this objection, right? Because when you get into this most people will actually try to get you off topic but you know, they may say, oh, yeah. Okay. Yeah, that's fine. The hockey game last night was super interesting. You know, that's just trying to take you off topic and I want you to stay on topic and get back in control the of the conversation by saying. Oh yes, mr. Customer. Mrs. Customer Miss customer the hockey game last night was real fun and exciting and so are the benefits which you will reap if you purchase the home today in 10 years, right? So back back to the conversation focused on selling rather than hockey or anything like that another key area that I like to keep in mind when doing this show them the cost of inaction if they don't take an action that if they don't take action. Action, what will be the cost to them? Right? So in real estate example again just because my mindset is there a lot of people who have not purchased a home as a person when I talk to them to say maybe this is not the right time to buy because the you know, maybe the prices will go down. But what I tell them I'm not even a real estate Cellar what I tell them. I'm like, you know what people who have bought homes two years ago five years ago. Ten years ago. What do we tell about them? Right when we look at them? What do we say about them? We say man, they made a they made a great decision to buy a home and they were at that price. I'm like we have never said anybody who have purchased a home and we've never said to it about that person that man they they bought at the wrong time. It's a it's very unheard-of statement. But with real estate by purchases for example, right? So to nail it down again, right as a realtor take that route and explain them the story that you know, nobody says that you know, but person who purchased a home two years ago made a mistake or five years ago with prices too high. No, tell them they bought an average home at that time that much today's this much. That's the impending impending price increase that you can also benefit. If you purchase today your clock will start ticking now, so that's that's a very short and sweet little message that I had for you on this subject. I truly hope you enjoyed enjoyed it and thanks for listening. I've crossed over 20,000 downloads. So thank you everyone who keep coming back and I appreciate your feedback likes shares and comments. Always welcome. My Instagram is at fastest way to learn sales and I will see you. On the next show. Thank you.
Today's sales podcast topic is the 7th key in selling which is Impending Event & Handling “Ill Buy It Later” Objection. Quote by: Eleanor Roosevelt   Former First Lady of the USA. A well known political figure and she once said:   “Learn from the mistakes of others. You can’t live long enough to make them yourself”     Topic: Key number 7 in selling which is The Impending Event. Which simply means that things will change, the prices, processes, service, performance, desirability and availability of what you are selling today will for sure change in the future. It is a fair thing to say that the prices you are selling your products today, will not be the same in the future. In order to be absolute success in sales you sales fellow must come up with a way to handle to “I’ll buy it later” objection. So let’s use an example of the 7th key of selling – The Impending Event   Prospect: “The price on this house is too high”    You: “Yes, I’d be inclined to agree with you. The price on this home – like most everything else – is too high. But you, Mr Prospect, are the one who set the price”   Prospect: What do you mean that I am the one who set the price? You: “Actually, it was you and all the other people who are in the market for homes who really set the price of the homes. For example, if 90% of the people who are in the market for a home were to suddenly stop looking. I can assure you that in a matter of six months the price of this house will drop considerably. However, everything indicated more – and now fewer – buyers will soon be in the market for a home and law of supply and demand sets the price. “As you well know, real estate has consistently increased in price. I firmly believe that in next 2 – 10 years you will be able to sell the same house for a lot more money. If you go ahead, and invest in this home today, in the future you will benefit from the impending increase in price. “   The idea is to stay focused on handling the objection that is that I will buy it later. Show them the cost of inaction. So if a gets away from the direction and say man the Hockey game was interesting last night” and try to get the talks off topic, you get back in control by saying:   Yes, the hockey game was real fun and exciting last night and so are the benefits which go with our product or service. BRINGING THE CONVERSATION FOCUS BACK TO WHAT YOU ARE SELLING. 