Today in class we had a guest speaker by the name of Dave Starcher. He is a salesman at Keystone Ridge Designs. If you are from Grove City College you have probably seen a few of their things around campus: benches, chairs, tables, and trash cans. During the fifty minutes that he spent with us during class via Zoom, he talked a lot about a few of the concepts that we have been hearing about all semester. He talked about Sandler and his method of sales, letting the customer speak, and asking the right questions. However, that is not what caught my attention today.
Throughout the semester we have talked about going for a no in class. The idea of understanding how to say no in order to get the client to think about the offer is a strategy that can be very effective. However, the way Mr. Starcher phrased the comment was very unique. He said that during the conversation you can say, “I am not so sure you should” in reference to a girl asking why she should date a guy. This was a good response. It made me very confused at first and then I realized that this same thing is done in sales. By saying something along those lines in a situation like that, you keep the client talking and you can further gain an understanding of the pain that they may be going through.
It was a fascinating conversation throughout the rest of class about his sales team and some of the problems that they faced as a company and how they dealt with them. However, it was that one answer to a question that truly left amazed: “I am not so sure you should”.
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I also thought this was intriguing. I never thought of it this way but I certainly will in the future
It’s definitely something the prospect would expect, like Prof Sweet says to do in class. The phrase was a good illustration for HOW to go for No. Instead of just waiting to hear the No, you actually tell the customer No and see where the conversation goes from there.
Yea this was something that really surprised me too. I never personally have used this technique but it could definitely be applicable in a sales setting. Good work!
I appreciated the new ideas on how to inset a no into the sales conversation. The way the guest speaker brought it up was more of a question of doubt than an entire no, which I thought would be a helpful tip.