A Secret To Reveal The Truth

The first one that speaks loses!

A salesperson must discriminate the truth.  In other words not reveal the whole truth, just the parts that promote the sale.  Here are two positive customer conversations I used to sell extended warranty plans.

While I did some backup cashiering a woman came to the register with a $249 printer in her shopping cart.  She did not hesitate telling me about the $299.99 merchandise card she would be using to pay for her prize.  The merchandise card came from the Extended Warranty Plan service she bought with her printer three years prior.  She told me, “I’m so glad the salesperson talked me into it!”  What did she do with the remaining $50?  Of course, she bought another plan.

Another customer experienced the same result, only it involved a digital camera.  Same amount, same decision to buy another plan.  At that time, both of these customers could replace their equipment with a better printer/camera at a lower price because technology continues to improve while prices continue to decline.  Also, they could buy a three-year plan that started after the manufacturer warranty expired.

When trying to sell plans to current customers I stressed the result of both stories to get a ‘yes.’  Here is what I left out.  Printers tend to fail after three years.  The current plans only cover two years.  I also left out the negative customer experiences with these plans like getting their claim denied, not registering the plan or made to wait a long time before a claim gets resolved.

So here’s a secret.  The next time you’re getting a sales pitch ask for the downside or negative aspect.  Be confident in your delivery.  When the salesperson gives you his or her canned response, do not reply.  Just, stand there and stare as if to say, “Tell me more.”  It is important not to say another word until he or she starts up again.  What you get after the canned speech may be the truth.

This technique leaves the porcupine in the lap of the salesperson and believe me, it is uncomfortable.  In the sales business, in this case ‘the first one that speaks loses.’  If you speak too soon, you may miss out on the truth.

This technique also works during a job interview.  It is amazing the good stuff that follows after the canned speech.

When you want the truth, ask your question, receive the first answer, and then stare.  Watch the squirming begin.  Remember, the first one that speaks loses.  What a valuable lifetime lesson to learn.

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The definition of a chump:

a gullible person, a sucker; someone easily taken advantage of, the target of a scam.

Learn from a former salesperson and trainer how salespeople drive sales. Learn how to keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?