It is so cliche to try to compare sports to business, but in the case of sales there are a lot of parallels.
I am sitting here watching the Cubs play the Cardinals, and the Cubs are shredding the Cardinals pitching. It is the top of the 2nd, and it is 7-0. The Cubs are hitting all the way through the lineup, and that got me thinking about how baseball players, especially in the National League where the pitchers are in the lineup and get an at-bat, baseball players are professional hitters, just like a salesperson is a professional seller.
This I know from my experience around the game of baseball; depending on the coaching philosophy a baseball players swing is 3, 4, 5, 6 and sometimes even 7 steps. As a matter of fact, as players become more advanced in their abilities a lot of times coaches will take a player who had a 3-step swing and make it into a 4 or 5-step swing. This makes it easier to isolate places in the swing that need work.
Do you think a baseball player ever skips one of the steps in their swing? Of course not, they are professional hitters. Why then do sales people skip steps in their sales process, if they are professional sellers?
How ever many steps there are in your particular sales process, make sure you stick to it and execute every one of them.
Customer says, “I don’t need that warranty; this is a great car…”
We say, “I understand, ________ makes a great vehicle. It’s hard to pay for something if you’re not going to use it. To see if this might have some value to you, could I ask you a question?”
“If you had health insurance and life insurance, which would you rather use?” (DUH)
“Kind of obvious, huh? If you use the health insurance the right way and enough times, you hopefully prolong the time it takes your beneficiary to use your life insurance. What we’re talking about here is not a ‘life insurance’ policy for your vehicle, it’s ‘heath insurance’. Let me give you an example, I had customer who was a technician at an automotive shop, someone who I wouldn’t expect to purchase a service agreement, quite honestly. He told me that he always purchases a service contract because that way he is always driving a vehicle with new parts.”
(Assumptive close) “Here is what I want you to do; every time your bring your vehicle in for your routine maintenance, I want you to make sure you tell your service adviser that you have the Platinum Care Service Agreement. Those guys work on commission and what you have just done is give him an open checkbook. He knows that no matter what he finds wrong with your vehicle, you are going to be out of pocket your deductible so he is going to look for parts that are wearing out, worn out or might wear out in the near future. Anything that he can justify to the insurance company replacing. No matter what he finds, he knows that it’s good news for you.”
“Don’t buy it if you’re not going to use it, but if you don’t use it, you’ll be wasting your money.”
(Re-close) “Now, did you want your payments to start in the middle of the month, or closer to the end?”