Comments on: Part 2 in Why simple sells: The barriers to making a buying decision

By: Jon Paul

Jon Paul — Tue, 12 Dec 2006 21:45:56 +0000

simple in my industry sells because people dont want to think so much about their central air conditioning

By: Chris Tingom

Chris Tingom — Fri, 14 Oct 2005 17:16:00 +0000

Ryan, I can tell you and I have read the same book. I got so much good coaching from Sandler’s principles. Awesome stuff. Now if I can just find out who borrowed my Sandler book I can get it back.

Jeff: True, sometimes you have to tell them how you can solve a problem, but oftentimes the prospect convinces themselves that they need you simply by talking about their pain.

Good stuff. Thanks guys!

By: Jeff Adams

Jeff Adams — Fri, 14 Oct 2005 14:43:07 +0000

You are right chris it should be all about the prospective client. Their issues, their problems and concerns. Then tell them how you can solve them. Ryan does bring up a good point and this is were The Little Red Book of Selling comes in handy.

By: Ryan Thrash

Ryan Thrash — Fri, 14 Oct 2005 08:40:26 +0000

And no, that’s not Adam Sandler … lol

By: Ryan Thrash

Ryan Thrash — Fri, 14 Oct 2005 08:39:43 +0000

Everyone should also be prep’d for how do you handle the inevitable counter response of a “no, you asked for the appointment and quite honestly I’m doing it as a courtesy”, or “my boss said that I should meet with you”?

What would Mr. Sandler say? (Hint, many more questions should ensue… time to dig for that pain!)