SALESMAN: “Is that your ONLY REASON for not buying?” NELLIE: “Yes, that’s my only reason for not buying.” Nellie has committed herself! She is behind ONE objection! Now ANSWER this key objection, and the sale will soon be yours! When you do answer the objection, be sure to say: “You told me that was your ONLY REASON for not buying – so now I imagine you are ready to have me make a delivery!”
Summary of Wheelerpoint 4
Learn the legal knack of asking LEADING QUESTIONS, especially in the close, that get you the answers YOU want. Never take a chance and ask a question unless you KNOW the reply it will get you. Be a good lawyer – use leading questions and practice the rule of “Why.” Bring these “bogeymen” objections into the daylight with leading questions – and watch the bogeymen melt away like shadows! Whenever you feel the sale wavering, practice Wheelerpoint 4, and ask a question – but don’t ask IF – ask WHICH! Ask WHEN and WHERE and HOW! Then if you apply the fifth and final Wheelerpoint and watch HOW you say it as well as WHAT you say, as suggested on the next page, you will be master of most sales presentations that you make.
You can catch more fish with hooks than with crow bars.
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