Join sales experts Matthew Whyatt and Bob Urichuck in this week’s episode of Velocity Selling TV as they dive into the sales technique, ‘You’re on page 7, I’m on page 2’.
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Bob: Hi Matthew down in the Gold Coast of Australia. This is Bob once again from Canada. How are things down there?
Matthew: Fantastic Bob, hot actually being summer it’s hot. We were just talking about how you spend three hours outside shoveling snow today so you couldn’t be more opposite could we?
Bob: Exactly, well your experiencing summer now with your kids are you not?
Matthew: Yeah absolutely. We’re in the pool seriously every day, couple of times a day. It’s fantastic.
Bob: And we’re talking here mid-winter, February, kinda thing, January-February period. So that’s great, we are the opposite because we’re at the coldest part of our year.
Bob: Now Matthew, we talked about last week a lot of different techniques. That one was Let’s Pretend we get commitment from the client, get them to commit to follow up with us and getting permission to follow up with them. This week, let’s talk about a technique which we call ‘You’re on Page 7, I’m Page 2’.
Matthew: Well Bob look, that’s fantastic. I actually used this exact technique just a couple of weeks ago when I was addressing an informal group of people. We were talking about a networking group and I was asking if there were any questions, how could I help, and I was asking a few questions of course and I was questioning their questions, getting into it. And one lady jumped in and said ‘How much is it’? I said, that’s a great question, but you’re on page seven and I’m on page two. Let’s go ahead and let everybody understand everything before we move onto that. Is that ok? And she said, ‘Yeah,’. And that actually came up again. So the great thing is, what’s the commitment to this particular group? I said that’s a great question, but once again, you’re on page seven and I’m probably on page three now, let’s just keep moving forward and have everybody on the same page before we get to that. Is that fair?
Matthew: It respected her comment, it shows that she knew it was coming up, so I wasn’t avoiding it. But what I was trying to do was provide everybody, to get everybody up to the same level, so they can all decide, make a quality and qualified decision about what we actually got to sell.
Bob: That’s excellent Matthew because let’s face it, sales people should be in control of the sales process. And a big part of it is, buyers will jump forward too quickly. It is your job to qualify the buyer not the buyers job to qualify you. So when they ask for price, yeah, you’re on page seven, I’m on page two. Or if they ask for other information, it’s the same sort of thing, you’ll get to it. But however, if they are insistent, reveal price. But what price would you reveal?
Matthew: Well that’s a great question Bob. You tell me.
Bob: The highest possible price available.
Matthew: Of course, of course.
Bob: Because it’s always going to be easier to come down than it will be to go up.
Bob: Thanks for another great episode Matthew. We’ll look forward to seeing you next week.
Matthew: Thanks Bob, bye for now.