It is human that also in selling situations concentrating and staying concentrated may all flat, can be unfocused for a moment. It can be caused by Low energy levels and delays in eating.
You can be surprised a situation like this, if you are not as quick–witted as Bill Clinton. What if you were surprised with pants down? What would you say?
About 10 years ago the media swarmed because of the sex relationship of Bill Clinton and Monica Lewinsky. The case leaked to the press and the president got into tight situations in front of the media.
By a rumour a journalist asked him unexpectedly, if he has been in a sexual intercourse with Monica Lewinsky? Bill Clinton looked the supplier in the eyes and after that repeated the question with a little lower tempo and with a little lower tone. What happened? Bill Clinton used so–called feedback question–method (*), when the questioner has to justify his question: *The question is not changed in any part, that it does not become a question by the speaker. The responsibility is returned to the sender.
“Have you… been in a sexual intercourse with Monica?”
After this the journalist has to answer and to formulate the question again with a little anxiety by saying:
“Yes, Mister President, it has been written in the papers that you would have been?”
To which Billy answered:
“Yes, I understand. But as it is known generally, papers write what ever. And as far as I remember, also your paper wrote wrongly about me at least once and corrected the text afterwards!”
Even Mr Clinton was surprised literally with his pants down, he was able to elude an unpleasant question by using feeding back the question-method. This way Billy-boy got a little time to think and also moved an unpleasant matter forward, in which case he was able to answer more prepared and with the help of his assistants.
In selling, the situations might not be this difficult but feeding back the question is a way with which you make your customer justify both his claim and his possible objection. You disarm him with feeding back. You are able to deal with your customer after having ensured that new objections or explanations are not coming.
Make notes in your selling. You are able to perceive and command objections better by writing them down. Often it goes like that, that writing down things makes them three or four times easier to understand. One extremely easy way to acknowledge the question or objection is to write it down on paper and take the control from the questioner with the following words:
“That was a good question. I write it down so we can return to it after a while. Does it suit you that your question is answered a bit later?
When things are under your command, you can continue and stay focused on your customer and to do your work. Also reflexive but harmless objections often comes from a customer, which are worth taking as buying signals. You can also collect objections during the presentation, to be able to repeat them in the end and you may ask:
“Is there any other reason which prevents you from buying if these problems can be solved?”
Feeding back the question is an extremely good working tool for a seller, allowing the flow to remain on track. The best in this is that the control is retained by the seller. The customer, whether enthusiastic, not excited, or fighting back can suddenly break the PACT agreed.
The feeding back the question also relaxes the seller if the selling or presentation is already in a little pressing and stressful state. When a seller throws back questions asked, he can relax and a customer tells more information.
However, that is what it is all about, if he is not able to make the decision yet, isn´t it? THE SELLING – is in many ways mind combat. Dropping bombs (words) again and again on enemy battlefield (customer brain). If you have a good war-strategy and precision-weapons, you have a chance to win the battle ― close the deal!