So, what are the secrets to making millions? We are going to dive into little tweaks you can make to improve your sales pitch to improve the way potential customers perceive your company. This gives you a better chance for a positive outcome.
Do Not Over-Sell Your Company
When you have to oversell yourself or your company, what does is it creates suspicion. More times than not, they just assume you are legit. You do not need to go to extravagant lengths to boost your company. Does that make sense? So, if they didn’t ask about competitors, don’t bring them up. Do bash them and put yourself on top. It doesn’t look good and you are creating an objection that’s going to now come up, versus eliminating the objection. Sometimes we think we’re actually solving the objection when in reality we’re just making the objection better. We are creating more questions. There are a lot of companies out there. Maybe you are thinking you should talk about those companies and bring up why you are the better option. But, that now brings up so many rejections and now they might want to compare your company with those other companies. Do not make this mistake. You will regret the decision to bring the other companies up immediately. Especially if you are putting another company down. No one with confidence puts someone else down. Bringing someone else down will not increase your worth and put you on top.
Neutralize
When someone asks why your company and why should choose you, tell them why you are great and what you have to offer them. I almost sometimes neutralize everybody versus out making me the outlier. I mean you have two paths. One path is you neutralize. So, let’s say people bring up your competition. That is a thing that people sometimes do. Now, I can neutralize them in the sense of well, we all use the same shingles. We all use the same suppliers. We all are dictated by what the insurance would pay us so, it’s the sixes. It’s the same thing. You could even say we all use the same subs. I can make this as deep and as neutral. It’s like, it’s all the same thing and then they’re like, oh. This takes away their need to compare and decide to use another company. Like, your deductible is you’re deductible that does not change according to what company you are using. This neutralizes all their options. It is a great strategy cause they realize that they might as well pick the option in front of them. They will be like oh, ya, you’re right. You are giving them a positive outlook on you and your company. Like, just don’t be that guy that bashes on other companies. You focus on bettering yourself.
Be An Outlier
However, you might need to take another route. The route of being an outlier. Depending on the individual and the response of their body language the reading and with experience, you’ll say I need to go the outlier route. Because they are saying, I’m not going to buy into this bs. What kind of personality type do you think I would go the outlier route with? It’s the researcher. Yes, there you go. It is the engineer, the brainiac, the methodical thinker. They’re one out of four sometimes. We think that everybody is that personality. But, most people just need you to tell them yes, I am who you want. That is like 75 percent of the time. But, the engineer is the exception. I would call them an owl on a profile. So, different personality types are what make this really different. Everybody does things differently. With the owl, you figure out your unique company qualities and credentials. You say hey, we have been in business for this long, we have the master of these certification stamps, we do extra warranties, we do this, and what’s really cool is we actually work with you on xyz. Do you know what I mean? You let them know that everyone is always good, it is just that we are top-notch. So, you still do not put down other companies. Give them your unique qualities while still staying positive. Never push another company down to get yourself ahead. Saying another company sucks makes you look bad.
Pick A Route To Take
Pick one of these routes to take. Don’t do both. Pick either neutralize or Outlier, but don’t combine them. Just never bash a company. Never ever ever ever bash a company. I cannot stress this enough. Because. as a salesman, the customer is going to see that as a bad quality. Because you’re willing to throw all these people under a bus and you don’t necessarily know them. It shows that you’re desperate, right? It just looks poorly on everyone in the door-to-door community. Don’t do it to us.
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