Monday, February 13, 2012

True Acceptance vs. Mild Acceptance

Just because your prospect has accepted value, don't automatically assume you have enough acceptance to close the sale. There are varying degrees of acceptance. Mild or weak acceptance can lead to confusion with skepticism and/or indifference.

Determining the correct attitude revealed and responding appropriately will help you advance the sale. Specifically, your response to acceptance will lead you to closing the sale.

Recognizing Acceptance
If early in your sales call you receive strong acceptance with no delivery of value on your part, be skeptical. It could be a smokescreen. If they think your product/service is so wonderful without you presenting any value to their Value Opportunities, then why haven't they purchased from you already?

When confronted with this situation:
1. Close them with, "What is it that you like about our product/service?"
2. Dig into what they say they like. This will flush out whether the acceptance is real or a smokescreen. They will not be able to answer these questions if their acceptance is a smokescreen. If they provide legitimate answers, then segue into asking probing questions and present additional Value Propositions to build even more acceptance until you get to a point where you can close.

True acceptance occurs when you receive positive feedback. Unsolicited positive feedback -- the customer indicating the Value Proposition you presented would benefit them -- may be a buying cue. Solicited feedback occurs when you close on points. The feedback you receive, while positive, may not be a cue to close but rather a cue to probe deeper to deliver more value.

If you get acceptance, whether solicited or not, probe to fully understand the next Value Opportunity and present value to address it OR continue to present Value Propositions to address the current Value Opportunity.

The Erie Sales Club is a joint effort of four leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, VertMarkets, and Howland Peterson Consulting.