This must be the question you're asking yourself right now, right? After all, if the seller got the offer that John wanted to buy the car of his dreams, why didn't the sale work out?
The answer is quite simple. This happened because the salesperson forgot something essential in the commercial world: commitment.
Note that John never said he would buy the car if he got a 25% discount. So what the salesman should have said is:
— This discount is too high, above what is allowed for this model. But, if I talk to my manager and can convince him to give me a 25% discount, can we close the deal now?
Only if John answered “yes” should the salesperson negotiate the price with his manager. After all, in this way, he would have closed the door to money, one of the four doors of the sales process that we will learn about below.
The sales doors represent the four main objections indonesia whatsapp data that a prospect presents when closing the sale. Every time someone says they will think about it, it means that the salesperson did not close all the doors during their sales approach. So, let's look at what these four doors are and their importance when selling.
Money door
Let’s start with the door we just saw in the example above. Its concept is very simple, as it relates to when the prospect doesn’t have the money to buy what you’re offering. But is that really true?
“I don’t have money” is the most common excuse used by those who turn down a product because they are not interested or do not understand its real usefulness. That is why we tend to say this to street vendors selling candy at traffic lights when, in fact, many people have a dollar to buy a candy.
So, if the prospect’s problem is really money, you need to close that door by presenting an offer that fits their budget. Stay with us, because later on we’ll explain how to identify it during the sale.
Door of credibility
For someone to buy a product or service, they need to believe that this purchase will definitely solve their problems. Keep in mind that there is a big difference between credibility and understanding, which is not always clear to salespeople.
It is common to see sales professionals asking their prospects if they understood their proposal and if they have any questions. When the person responds that everything is clear and well understood, the salesperson thinks they have been successful, but is surprised when they receive a “no”.
This happens because, in addition to understanding, the client needs to believe in your solution. As mentioned before: credibility and understanding are different things. After all, if someone tells me that aliens exist and shows me several sources that confirm this statement, I may understand them, but not believe them.
Emergency door
In the 90s, a time before social media, there was a TV commercial starring an umbrella salesman who tried to sell them for R$5.00 on a day that didn't seem to be very hot. Because of this, no one was interested in buying one.
Suddenly, there was a clap of thunder, the sky darkened and a heavy rain began to fall. All the people who had ignored his offer ran back to buy the umbrellas, which he then sold for double the price.
This happened because people felt an urgency to buy the product he was offering — and the same should happen in your sales process. By creating a sense of urgency in the prospect, they will make the purchase now, and not in six months.
Door of authority
Some purchasing decisions are made jointly, especially in B2B, where companies made up of partners need them to come together to say “yes” or “no” to negotiations and contracts.