That Maybe Preventing Sales
As we all have seen there are right and wrong ways to approach topics. And more often then not choosing the wrong phrase can hamstring your entire sales strategy if you even get that far with a prospect. More often then not you could effectively end your pitch before you have even made it in the door depending on how detrimental the phrase is. In today’s article we are going to talk about the phrase:
“Are you the decision maker…”
The first problem with this question is just how antiquated it truly is. Once upon a time there may have been a time when there was a single decision maker in the family but in today’s day and age this is almost never the case anymore. More and more couples are making decisions together or making separate decisions that then are agreed upon by the significant other or others in the case of domestic sales, or a committee in the case of a company.
Because of this shift in the way these decisions are handled in the world today by introducing this question you automatically set yourself back several steps in taking away whatever power of decision they thought they had or acted with on their own. For instance if you were selling a vacuum to a married woman in her home and you ask this question you have automatically shut down her buying power as she is now considering what her husband would say solely over her own opinion. And instantly you have to either convince her she has buying power or wait for the husband to come home and agree you should even be given the time to show your product rather then start where you left off with the customer.
A better alternative is “How would your family / company know it was time to make a change / upgrade”. This subtle change in the wording doesn’t take buying power away from any one party that may be involved but rather empowers the prospect you are talking to with their own conclusion that they are a decision maker after all, without the effort of you having to show them that they are.