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[Music] in this last video segment on closing techniques I'm going to talk about how to handle the three most common responses to your clothes now again we're not talking about a specific clo in question you're just going through the sales process but at some point it's very likely that the merchant is going to give you one of these three responses and they come in many various different forms but you get the idea on these three responses the first one is yes now I think that sales agents in general spend far too little time concerned with yes what are you going to say if the merchant says yeah I'm ready to go with it right now more than you need to be prepared for no you need to be prepared for yes because what you'll find is even if you're not a very good salesperson yet or if you don't have industry knowledge yet you're going to stumble upon a few people that are going to want your service simply because of the savings things that we offer for you to go in there you're probably going to get a yes from a few people because they're going to go you know this guy doesn't seem like he knows what he's talking about but I'm saving a 100 bucks a month I'm switching and so even if you don't know what you're doing you're going to get a few yeses and we want to make sure that you know how to handle a yes even more than I want you to know how to handle a no so when someone says yes what do you say I always say exactly the same thing no matter how it comes if they say yeah or if they say yeah I'll give you a shot or they say sure let's try it out whatever they say any form of yes I always say the same thing I say great I'm looking forward to working with you now let me ask you one question Bob and I go right into an ownership question again leading with questions so I might say they they might say uh you know James uh you seem like a good guy you're a local business owner I'm gonna give you a shot I'll say great Bob I'm looking forward to working with you now let me ask you one question though with that terminal there do you want to keep that terminal or would you like me to give you a free upgraded terminal because I can reprogram that one if you would like me to I go right into an ownership question so I first lock it in by saying great I'm looking forward to working with you make sure you acknowledge the yes what'll happen a lot of times is Merchant will say yeah I'll give you a shot and then what'll happen is the rep will go into a yes or no question and they'll say things like you know okay well uh now do you want me to get that set up for you right away or just something stupid like that and I think I got in train reps a lot and I'll think to myself what are you saying you already got the sale uh don't say that um you want to say great I'm looking forward to working with you uh now let me ask you a question and you go right into an ownership question so you lock in the yes you acknowledge it then you move forward to an ownership question okay the next most common response that you get surprisingly is not no uh in this industry especially if you're in a rural Market or somewhere that's not as competitive you're going to get a lot of people that'll say say uh I don't know or we'll think about it or uh not right now but again they're not saying no they're just saying not right now they're saying maybe how do you handle maybe okay when you get a maybe there's a couple things that you can do I always say this I say something like Bob let me ask you a question I know I've gone through all the savings with you I'm sure you understand that from just purely a cost perspective we're going to save you quite a bit of money could I ask you what's the main thing that's holding you back from getting involved with my company right now get right to the heart of the issue just ask the question uh they will be fine telling it to you and a lot of times it's because they don't trust you a lot of times it's because they're not sure about you yet and if you get that vibe from them then say hey you know what Bob let me give you a little bit of time to think this over if he says something like well I've been with my other guy for a long time and I'm just not sure about making a switch yet I might say Bob I'm going to leave some information with you and we'll talk about what information to leave in a moment I'd say Bob I'm going to leave some information with you here's what I'd like to do how about I give you a week to think this over I'll come back next week and I'll bring a letter of reference with me from someone here in the local community so you have a little bit better idea of the type of person that I am and also some information about my company give you a little time to think this all over does that sound good to you when you do that Bob is immediately going to breathe a sigh of relief and think wow this guy's actually pretty honest this is a good guy he's local and this is not going to be a problem he's not pushing me into something I don't want to do so if that's the maybe then come back later on in the week however sometimes the maybe is for no good reason at all and they might say something like uh well I just don't believe that you're going to save me that kind of money now if they say something like that where they basically just challenging your uh pitch and challenging what you're telling them and saying that it's not true what I'll usually do is I'll ask them the question like this I'll say Bob I totally understand your concern I mean I you never even met me before you know a few days ago so let me ask you this if I can show you a statement from another Merchant that is saving the same amount of money that I'm offering to save you would that be enough proof for you to switch to my company ask them that question usually they'll say yes if um so I have no problem doing that but again we'll give you some other information you can present at the end of the uh of the deal but it's a good idea to leave some information with them and you might get them later on the last tip I'll give you with those is is schedule them as a followup I usually schedule mine for three months down the road now I know what you're probably thinking wow that's a long time believe me if you really are committed to this business three months is going to go by in a hurry and it's going to be so nice when three months from now you pull out a stack of 20 or 30 businesses that told you maybe and they all have an analysis already done I mean that's great you can go back to them and you can have a huge week that uh during that month you go back to all those businesses all 30 hi my name is James Shepard I stopped by here earlier remember me Bob great hey I just wanted to stop back by and show you this analysis again and I always have a reason why I came I always say I actually got the price down a little bit lower for you or I actually going to be able to give you a free terminal or you know these prices uh they're probably going to go up soon and I want to get you locked in at the lower rate while I still can something like that but I'm going to go back three months later and I'm going to have a huge Bank of leads to draw on uh you know when I'm able to go back so that's how you handle a maybe try to find out what the reason is see if you can resolve the reason right away and if you can't then don't push it so far that you just totally lose that connection and that person doesn't like you anymore you want them to like you you want them to think of you in a good way think of you as professional and then you can come back three months from now one thing I've learned in this business just because somebody won't switch today does not mean they won't switch 3 months or 6 months or nine months from now and I get sales all the time now that I talk to the first first time a year ago because what happens is things will happen with their current processor or they'll see me coming back over and over and over again and say wow this guy's still in business he must actually be serious about this processing thing maybe we should give him a chance that's how you handle maybe the last one and the least important to be honest with you is how to handle no when you get to this point in the sales process you're trying to close the deal and they say no I don't want to do it there's not enough savings for me I'm just not interested something like that then the only thing left that you have to do there is give them one rebuttal which normally I'll use the same one I use for maybe I'll say well you know Bob I I'm a little confused um you know we are offering a great savings I'm a local business owner you're a local business owner it seems like we should be doing business together what is it that I'm not seeing again let me repeat that one because I say this all the time to people I say Bob uh I might be a little confused here and I I apologize if I missed something but uh I'm a local business business owner your local business owner I've showed you here that I can save you a substantial amount of money it seems like we should be working together what am I missing a question like that will usually draw out the reason why they're telling you no so at least you can address it um however once you get past that point either you're going to get them back into the sale or you're not and if you can't don't let that frustrate you anybody that's in sales understands you're going to get a lot of NOS in order to get a yes so if that happens all you need to do is uh back up a little bit and say well Bob let me ask you a question would you like me to email you some additional resources maybe once a month I could send you my Merchant web uh you know email letter and just give you some information about my company see what he says to that if he still says no say okay well how about I swing back by in three months and see if you've had any changes would you like me to do that or not now at that point if he still says no don't come back then get rid of that guy take them off your list and don't mess with them anymore that's a waste of your time but a lot of times they'll say sure come back in 3 months and let's let's see where we're at then because it might be that they're just really busy right now might be they're in their busy season and they don't want to change you got to think about all these different things so put them in your callback file for three months later and just load them right back into your prospect uh Pipeline and go right back out there again in three months that's really the easiest way to handle people that say no so again three most common responses is yes when they say yes you say great I'm looking forward to working with you and then move into an ownership question if they say maybe you respond with something to the effect of uh well I showed you all the savings here uh what is the main thing that's holding you back from switching to my company find out what it is and a lot of times you can put those in a three-month call back file and have a nice big file of leads three months from now so that on the first of each month you can pull out 10 to 20 good quality leads where they've already had an an analysis done and make sure you keep the analysis on file so you can be uh very quick about it when you go in you're either going to get the sale or you're not but you can make a very efficient use of your time the first week of the month going back through these old leads that you already have an analysis done on the last one is no when they say no uh don't let that bother you don't let that frustrate you use the question that we talked about a little bit ago try to draw out the reason if you can't draw it out Let It Go scratch them off your list and move on to the next [Music] person