Getting Your Prospect to Say NO!

Selling begins when your prospect says no!

I'm sure you've heard or read that before. I, at one time, had a very bright and successful salesman, selling my line of imported German made tape recorders, This was a remarkable recorder which had many features never available before on any other tape recorders. In those days a store usually sold only one brand of recorder. And it was similar to a franchise, that being the only store sellling that particular brand in a certain radius of miles. So it wasn't the easiest thing to introduce and sell another brand.

He taught me how he sold by getting his prospects to say no. He would ask; does your recorder have an automatic record and playback microphone? The reply was no. Does your recorder have three speeds? Again no. Oh and even at the slowest speed you can hear the amazing playback quality of music. " Does your recorder have a foot switch for transcribing? No. Does your recorder have voice activation? No. Does your recorder allow you to synchronize audio playback with a slide projector? No! Can your recorder play for 4 hours on a 5" reel of tape. No.

(You might think these features are nothing to tape about. But in the 50's most of these features were unknown. And to have them all on one machine was really amazing.)

He continued these queries going through almost every feature. After that he would say, 'You just told me 'No' 17 times; what your recorder can't do.

"Our Universal recorder has all these features and more. Let me demonstrate exactly how each one works. You can see why he was so successful. I learned a lot about getting my customer to say no!

Oh another good ploy. If the buyer or owner of the store would ask him to leave the unit so that he could try it out for a few days, he would say No. That recorder is my business. You're asking me to close my business for a few days. Here's are price list for the recorder and all the accessories. The minimum quantity is six recorders.

Wishing you every great success.

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Permission granted to reproduce and use only in it's entirety.

© 2007 Arnold Damsky All rights reserved.

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