Salespeople are often not trusted and for good reason. It is natural game for a client to attempt to get one up on the salesperson. The person who is in control is usually the one who ends up in control My experience tells me that before a presentation , I can by using one simple word take control, I go into a sales situation without any butterflies. I also do not need to read books or sales scripts about handling objections. The most common system taught salespeople is don't stop until you have heard no 8 times. If I am talking to a prospect, I'm not going to wear any battle gear.. I come prepared with my one simple word.

How often has a salesperson wasted all the time of giving a presentation, and at the very end get an objection or three? One of the dreaded ones is "That's more than I can pay", and you spend 30 minutes arguing why the price is affordable. What a bunch of bull. The client either does not like you, trust you, become convinced in your product, or simply wanted to take control. You got snagged in the trap, and no matter how many handling objections books you have read you will not rescue yourself.

The dreaded response that gives grown salespeople frightening nightmares is "I need to think it over." You just fell into a hole deeper than six feet under. This is not an really a true objection, but the prospects way of getting you to stop your presentation. How often does that prospect call you back to purchase your product. Would one in a hundred be a reasonable number. You did not know the ultimate stopper. No the word is not "guns".

You go home and your spouse jumps on your back for not doing some chore you never got around to. You retaliate by reminding your partner of what on her end wasn't done yet. This is starting to turn into a world challenge of who can out do the other, and have the last word. For once wouldn't you like to be the 'sales winner both on appointments and at home?. Well you can. I have an extraordinary pleasant 25 years of marriage and very successful blessed sales and direct marketing career. It started by learning this one four letter word.

The mysterious word is not mysterious, and in fact the reason it works is that it has no meaning. It is a word that once said ends all reasonable conversation or objections as the other side can't take control away from you. The word I discovered is "fine". In fact it often becomes more effective when "fine" is repeated again to ward off further attempted disturbances.

Let's try it. Prospect, "I really wasn't considering buying this product" You say 'Fine". What does the prospect say then? Prospect "I need to think it over" You, "Fine" Tough prospect "I can't afford this" You, "Fine, what can you afford?" Prospect "maybe half this amount" You "Fine, do you want something similar at half the price?" Prospect, "maybe but I need to see it first" You, "Fine, I'll show you the other one along with this one here and you decide, is that okay?" Prospect, "That might be okay" You turned his objection into a sales situation where you were asking the questions. 70% of the time the prospect will take the original option.

Please define for me what the word fine means. To it means end of subject. Or the subject is not important enough to answer or continue.. Wife says "You be back in 10 minutes" My response, "Fine". I closed the discussion. If I am criticized, "you are 5 minutes late. I respond "Fine" I will keep using "Fine" as my answer till the conversation dies. No big fight, no sweat on my back, no domestic situation.

It works just fine every time. Fine is the best word created for mankind.