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Up to now few blogs we have been speaking in regards to the extremely efficient Dummy Curve method, the place enjoying the dummy pays off large time in the case of gross sales. By enjoying the dummy and disarming your prospect’s concern, you may get them to disclose ache and set up belief with you. On this weblog, we’ll end up this collection on the Dummy Curve with some math.
A really efficient method is to strategically dummy-up when it is time for you and the prospect to “do the mathematics.” Newbie salespeople steadily make a mistake within the second part of the Dummy Curve, largely as a result of they wish to exhibit. Believing they’re on their recreation, the salesperson decides to rapidly calculate a reduction or another metric to impress the prospect. Nevertheless, they’re letting the Little Professor a part of their Youngster character come out to allow them to really feel good, however as a substitute, they’re making the prospect really feel not-OK.
If there’s math to be completed in your gross sales dialogue, I encourage you to let the prospect do the mathematics. Wrestle just a little bit, however not an excessive amount of. You do not wish to seem silly or bizarre, however, you’ll want to ask the prospect for assist. Once more, use Lt. Columbo as your function mannequin. Keep in mind how he requested for the pen and paper? Columbo all the time struggled on objective to disarm his suspects and achieve their belief. This “dummy” detective, all the time received his killer.
So, be Columbo, and wrestle on objective, letting the prospect really feel good that they may also help you, particularly with the mathematics. Always remember that folks really feel empowered once they assist others. Folks let their guard drop, they usually really feel much more OK. Prospects will really feel extra comfy and proceed the dialog with you as you employ the third part of the Dummy Curve to progress by means of the Sandler gross sales submarine.
THE FUEL THAT DRIVES THE SUBMARINE
Taking part in dummy with the mathematics portion of your dialogue is the icing on the cake for the Dummy Curve method. Hold asking questions too, and you’ll uncover increasingly data, finally resulting in the prospect’s ache. Dummying up may even be considered the gasoline that drives the Sandler Submarine. By burning that gasoline effectively, you get higher at figuring out precisely what the ache is, or it’s possible you’ll discover out that your prospect would not have any ache and you’ll disqualify them. That is a win, too. I encourage you to attempt the dummying-up methods I’ve shared with you earlier than confidently disqualifying any prospect. Prospects who aren’t certified are an awesome follow floor in your mastering of the Dummy Curve. Who is aware of? A few of them would possibly even develop into clients. Would not that be terrible?
In our subsequent weblog, we’ll start a collection on one other splendidly efficient method known as Unfavourable Reverse Promoting.
