Once one 75 year old man came to my holiday share presentation with his new spouse. Summer was at it´s most beautiful so I met him with joy.
When we were having coffee, I asked if he had some philosophy of life to be shared with younger people. He told me enthusiastically from his seat, with a twinkle in his eyes, lifting his glasses and artificial teeth clattering a little:
“Do you know, Markku, that a man is often quite impatient. He passes even through a grey stone, even though there are at least nine other solutions usually found to the matter. It is just important to understand to take one step back and to think for a moment. So matters are settled on their own. By acting this way, problems end and they become tasks to be solved. There it is, the whole philosophy of life. That we have problems to solve. And soul becomes clear on the way.”
I took the man’s words to my heart and have shared them with many since. No one has never begun to argue about the matter with me and no one has questioned the existence of that man in my story either (he is an actual person).
Why is argument not created? Do you already know the answer? Third party stories!
3rd PARTY STORIES CLOSING
A story presented from the mouth of a third party cuts like a hot knife into butter ― Always! You can influence your customer and manipulate his objections, thoughts and his buying behaviour as much as you want to, if you only remember to use third party stories.
It is a totally different matter to talk with a third party´s mouth than to continue selling arguments on your own at the table. When you “foam at the mouth”, a customer always doubts your message, even thought he does not tell you.
Once I had a customer from Helsinki, who was in a similar situation and said, that he never buys anything from a first sitting (objection). However after having examined matters we came to that result, that it was better for him to make the decision now when he had seen the holiday–apartments from inside and had analysed with me the advantages and benefits, which incur from our product and had gone through my price offer with it´s terms of payment. The solution was also supported by that essential point, that payment suited his wallet and I was able to organise a payment protection for three months for him.
The man from Helsinki ended up making a deal at same sitting also because of the fact that he wanted to continue his holiday with his family without worrying about things anymore.
We agreed that if necessary, we will still return to the matter at the end of the following month, but deal was done with him.
WHAT YOU SAY, THE CUSTOMER DOUBTS.
WHAT HE SAYS, HE BELIEVES.
EVEN THOUGH YOU WIN AN ARGUMENT, BUT YOU WILL LOSE THE DEAL!
3rd PARTY STORIES CLOSING in other words a story told by a third party, is one of the most efficient closing–methods on Planet Earth. You can change all your positive sales experiences to 3RD–stories to your next customer meetings. Acting this way you take a leap forward in your career as a closer and start the serious action.
The repetition is the mother of studies, so I end my story with a 3RD, in which you are in main role. You just read a piece of a 3RD–story, with which you handle your future customer´s objection, which is: ”We definitely cannot decide anything this suddenly!” …with these particular word answered my colleagues customer from Helsinki.
You take a story told by me to a productive use ― you recycle it to your customer as a 3RD–story.
YOU ANSWER: “Exactly, I totally agree with you”, and then you add the Trial Closing part to the beginning to return control. And the rest goes with the flow, because this year you are after sales worth a million euros more, aren´t you?