Next time you face this, use the "Columbo Close" otherwise known as the "Door Knob Close." The Columbo Close is named after the Peter Falk's character Columbo. Columbo was a detective that had a subtle way of getting the information that he would need from a suspect in order to solve the case. Many times the suspect would be getting upset and would begin to clam up from Columbo's questions. When Columbo would detect this happening, he would tell his suspect that he was leaving. This relieved the suspect because they knew that Columbo was breaking them down and the interrogation was almost over. The suspect would then begin to let their guard down. As Columbo got to the door, he would turn and ask a final question. That question was usually the dagger question and the suspect would breakdown with the information. Is it... The next time you are faced with the hidden objection, pack up your things and let the customer know that you are going to leave. As you get near the door, turn and ask this question "Is it (fill in the blank)?" Article by Tim Scholze You are probably asking yourself,Cheap Mike Singletary Jersey, "How I can use this in my sales call?" The Price: Now that your things are packed and you are heading toward the door, the customer maybe willing to tell you that it is the price. This is your opportunity to address the objection. If you walk out now, the chances of the sale diminish greatly. The Product: Maybe they feel your product stinks. Now that they have told you it is the product, ask questions on why they feel that way. You maybe be able to overcome their hang-ups about your product. The Perception: The customer could feel that your product or service may not be able to fulfill their need. Begin to ask questions to find out why they feel your product or service would not provide them with the solution they were looking for and then overcome the objection. The Producer: Sometimes they don't like the company. They gave you a chance to show them what your company could do, but after your presentation their feelings were not changed. You then need to sell yourself more than the company. Explain that they are buying you. The Person: It could be that the reason they didn't close is because of you. This is the toughest objection to take, but at least you could ask the prospect what it is you did to lose the sale. You can then take that information and use that for the REST of your sales career. Have you ever been in a sales call that was going nowhere after you just delivered an excellent presentation that meets the customer's needs,Cheap Jim Plunkett Jersey, but the customer is ready to sign the deal? You know that there is a hidden objection and the customer isn't willing to spill the beans. You try asking them what concerns them about moving forward or what information they need to make a decision, but they don't give you an answer. You try to do this without coming off to pushy, but still you don't know their hidden objection. The great feature of the "Columbo Close" is that the prospect's guard is down. They feel like the sales call is almost over and they will appease you by answering your question. Remember,Sidney Rice seahawks Jersey, this question is the money question. It is the one that gets you into their wallet or purse and your commission. If you walk out the door without asking your doorknob question, you may never get the chance too. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More