Sales Training Tip: Don’t Talk Yourself Out Of a Sale
Posted by aokimi on July 24, 2008
I almost bought an MP3 player. I say “almost” because the salesperson blew it. I wanted to buy the product. I was at the cash register with my credit card in hand.
The salesperson offered an extended warranty. I didn’t want it. But, I didn’t mind his first attempt at an add-on sale.
After all, in my own sales training courses, I recommend you offer relevant add-ons once or twice before closing the sale. You should also frame these additional accessories or warranties in a positive light.
However, this salesperson became quite negative.
To justify the warranty, he said the music player’s case breaks easily, the ear buds fail and the screen is vulnerable to scratches! In his attempt to justify the warranty, he made the product seem worthless.
So, I put it back on the shelf and walked out of the store. He completely blew the sale!
Later, I bought the same music player at another store. I’ve had it for three years now and it still works perfectly.
The moral of the story is: It’s okay to offer additional accessories and warranties. But don’t become so pushy that you talk yourself out of a sale.
© 2008 Reflective Keynotes Inc., Toronto, Canada
