They arrived at Sandra Smulen’s home and, almost immediately, Harry began talking about why he was there. After Harry explained the concept of consolidation, Sandra was still unreceptive. After all, people are very cautious with what they do with their money, right?
Before Harry concluded his presentation, Paul jumped in. Paul saved the deal and walked out with the paperwork he needed to begin the consolidation process. So, what did Paul do that Harry did not?
When the Salesperson Creates The Objection
Debt to income ratio, 80% loan to value, simple interest loan, compound whatsapp data loan. These are terms foreign to most people. When people do not understand where their money is going, they do not buy.
Although Harry explained the concept of consolidation in terms he understood, he failed to explain it in terms that Sandra understood. Harry never took the time to take the pulse throughout the time he talked at her.
Keep it Simple for a Successful Presentation to Prospects
Rather than confuse Sandra, Paul made a complex loan appear very simple and beneficial to her. Harry portrayed the process of consolidation as confusing and time consuming and risky.
Ironically, by creating this perception you are creating your own objections in Sandra’s mind, Harry actually created his very own objection! This would have been avoided if he delivered a message crafted for Sandra to understand.
Here’s what Paul did. Paul simply took out a sheet of paper and listed all of Sandra’s bills. Then he listed the interest rate she was currently paying on her money.
On the opposite side of the paper, Paul showed Sandra the amount of savings she would realize with a lower interest rate and the tax deduction. He wrote down the new total monthly payment for all her bills that she would now be laying out. Paul even demonstrated exactly how much money the prospect will be putting back into their pocket every month.
Because of the approach Paul used, the prospect was able to visualize and comprehend exactly how this process will truly help.
Don’t Create Roadblocks For Yourself
Be cautious of creating an obstacle that would not have surfaced shops 9177 without your help. If you make these assumptions in your presentation without actually hearing them expressed by the prospect, you are putting thoughts in their mind that they might not have thought of until you brought them up! Or, you’re selling the way you buy. If you keep it simple, you will create a successful presentation to prospects.
