1 00:00:00,119 --> 00:00:01,874 Prospect says your price is too high. How 2 00:00:01,874 --> 00:00:02,512 do you respond? 3 00:00:03,310 --> 00:00:04,129 Most salespeople 4 00:00:04,985 --> 00:00:07,377 defend their price like a mother bear defends 5 00:00:07,377 --> 00:00:09,611 its cubs by saying something like this. 6 00:00:10,344 --> 00:00:12,582 Understand how you feel. Many people felt the 7 00:00:12,582 --> 00:00:14,739 same way, But what they found was, you 8 00:00:14,739 --> 00:00:15,538 pay for what you get. 9 00:00:16,257 --> 00:00:17,696 And we're worth it because we give you 10 00:00:17,696 --> 00:00:18,735 A5X Roi. 11 00:00:19,707 --> 00:00:22,416 Here's the problem. Whenever you go into convincing 12 00:00:22,416 --> 00:00:25,205 mode, what you're subconsciously telling the other person 13 00:00:25,205 --> 00:00:26,400 is I'm right and you're wrong. 14 00:00:27,532 --> 00:00:29,927 People don't like being convinced, especially by a 15 00:00:29,927 --> 00:00:30,427 salesperson 16 00:00:30,805 --> 00:00:33,280 who has commission breath, a vested interest in 17 00:00:33,280 --> 00:00:33,838 getting the sale. 18 00:00:34,557 --> 00:00:35,515 So what's the way out? 19 00:00:36,405 --> 00:00:37,359 Instead of convincing, 20 00:00:38,234 --> 00:00:39,903 try detach and understanding. 21 00:00:40,698 --> 00:00:42,845 Here's what that sounds like. Prospects says your 22 00:00:42,845 --> 00:00:43,561 price is too high. 23 00:00:44,211 --> 00:00:45,742 And you say in a calm voice 24 00:00:46,670 --> 00:00:49,129 seems like you're comparing this to something else. 25 00:00:49,922 --> 00:00:52,319 Well, I am, I saw another couch, for 26 00:00:52,319 --> 00:00:53,118 20 percent less. 27 00:00:54,077 --> 00:00:56,075 And then you say in a con, 28 00:00:56,794 --> 00:00:58,153 would it be okay if I ask you 29 00:00:58,153 --> 00:00:59,351 a question about the other couch? 30 00:01:00,150 --> 00:01:00,390 Sure. 31 00:01:01,283 --> 00:01:02,876 So, Pete, I'm not sure if this is 32 00:01:02,876 --> 00:01:04,470 the case with the couch you're looking at. 33 00:01:04,948 --> 00:01:06,085 But oftentimes 34 00:01:06,462 --> 00:01:07,418 to cut costs, 35 00:01:08,453 --> 00:01:10,445 manufacturers will use different cushion density, 36 00:01:11,094 --> 00:01:12,521 which ranges from 1.2, 37 00:01:12,996 --> 00:01:14,898 which typically lasts about 3 to 4 years 38 00:01:14,898 --> 00:01:17,433 before the Cushion sag to 2.4 with coils, 39 00:01:17,591 --> 00:01:19,117 which means it lasts about 8 to 10 40 00:01:19,117 --> 00:01:19,356 years. 41 00:01:20,152 --> 00:01:21,368 What's the cushion density 42 00:01:21,743 --> 00:01:23,892 of the couch you're looking at and then 43 00:01:23,892 --> 00:01:24,847 shut the front door and listen. 44 00:01:25,498 --> 00:01:28,363 You're not convincing, you're created a potential gap 45 00:01:28,363 --> 00:01:30,272 in their knowledge and you're letting people come 46 00:01:30,272 --> 00:01:32,261 to their own conclusions. Why does this matter? 47 00:01:33,152 --> 00:01:35,145 People are more persuaded by what they hear 48 00:01:35,145 --> 00:01:37,854 themselves say, rather than a salesperson. It's not 49 00:01:37,854 --> 00:01:40,379 your job to fill people's heads with information 50 00:01:40,899 --> 00:01:42,420 your job is to draw it out. 51 00:01:43,060 --> 00:01:45,399 Buyers have the answers, sellers 52 00:01:45,700 --> 00:01:46,420 have the questions.