The Q.U.I.E.T. Method
One of the biggest mistakes I see salespeople make is that when they receive an objection from a prospect they will get defensive and begin overselling and talking too much.
In order to gain commitment from a prospect you have to understand the objection, determine if it is real and then you will be ready to overcome it.
In Ziglar on Selling, the great Zig Ziglar understood this and described a process to handle objections called The Q.U.I.E.T. Method.
When you get an objection, first you pause and think Q.U.I.E.T.
Q. Begin with a question.
U. You must ask questions so that you can understand the objections.
I. Once you understand the objection, you must identify the objection.
E. To identify the proper objection (and not be fooled by a false objection), you must empathize with the prospect.
T. If you empathize instead of sympathize with the prospect, you are ready to test the objection. When you test the objection and prove it real, you can eliminate the prospectā€™s concerns and dramatically improve your chance of making the sale.
Zig understood the importance of asking questions and you should too if you want to have a successful sales process.
When you feel the urge to keep talking and selling, slow down and use The Q.U.I.E.T. Method to get a clear understanding of the prospects wants and needs. This will make the prospect feel heard and understood which is a key component of gaining commitment.
So, do you agree with Zig? Share with us your method of gaining commitment. Leave a comment below.
Have a great week!
Pierce
