Why Being Quick-Witted Is As Cool As Being A Stand-Up Comic This morning I was reading a blog post from John Forde, Founder of the Copywriters Roundtable. He was talking about what makes something funny. Of course, it boils down to peoples preference for their style of humor, but it was more than that, too. He talked about specific elements such as the set up and the misdirection as scripted pieces to hook the audience and move them along before the punchline is delivered. He gave examples from the late Joan Rivers, whom passed away yesterday, of how she walloped her audience with surprise turns in her jokes: I rescued a dog because a study says owning a dog makes you 10 years younger. My first thought was to rescue two more... but I didnt want to go through menopause again. As you can see, Ms. Rivers hits the mark with her joke. Forde went on to talk about how you should not only know your product inside and out, but also be quick-witted. That got me thinking... As a sales professional you hear objections from customers every day such as Im really busy or Just leave your card to name a few. One simple way to rebuttal an objection is to use RRR - REPEAT, REASSURE, RESUME. For example, lets use the Im really busy objection. Im really busy really is just an excuse that the customer will use to politely shoo you away. The customer doesnt actually want to say why they wont give you the time to have a conversation with them. Heres how you get past it... Im really busy, too, sir. I have about hundred customers I need to talk to today. I assure you, it will only take a quick minute, unless you decide to keep me longer. [Resume where customer interrupted you]. By using RRR - REPEAT, REASSURE, RESUME, you literally repeat what they said, that they were busy, and then assure them its OK that they take a quick break from whatever it was that they were doing before continuing on with your conversation to lead them toward a sale. This technique diffuses the customer and gives you a quick shot at finding their hot spot, and lastly then it gives them the control that they want by if they keep you longer than just a minute, it was their choice not yours. Its a nifty tool to have in your tool kit to be able to quickly think of something when a customer is just giving you excuses. Have a great day, and be sure to comment below! Sean Harding PS - If you think that tips like this are helpful, then order you copy of Conversational Income now to get more by clicking the LeadPages tab below the banner at the top of the page.
Posted on: Fri, 05 Sep 2014 15:17:37 +0000
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