Handling Buyer Requests Like a Pro

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I was watching 'Modern Family' and a scene from it inspired me to write this post


It reminded me of how buyers are communicating their needs to the salesperson.


I'm sure you'll relate...


So it's this scene where Jay meets Josh who happens to be a big shot and is planning on building the largest luxury condo complex.


Jay who owns a closet business hands over the proposal he has whipped for Josh.


After going through Jay's proposal, here's how the conversation goes:


🗣 Josh: "I'm looking for closets nobody's ever seen before. you know, like a big "WOW"!! You know what I'm saying?"


🗣 Jay: "I get it. You want a nice closet with a sharp design, quality materials, and expert craftsmanship"


🗣 Josh:" Nah.. huh I mean, I want it to be like, 'Bamm'!"


We salespeople have all been in these kinds of situations.


It could be a buyer asking for


a) preposterous feature requests, that are so off from what your solution is aimed at doing.


b) absurd discounts 


c) more time, stalling the deal because, like Josh they have no idea what they're looking for.


In these situations, you could do one of two things- 


1. You dig into 'Why' they're asking what they're asking by asking the right questions to discover the underlying cause.


(But make sure to qualify out much sooner in the cycle)


Or You can do what Jay does- use the asset (uses Gloria to present the proposal) 😉


2. Ask your Manager or VP to send out a note to the prospect backing up your proposal/story. 

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