Welcome back everybody, Reza Abbaszadeh is here. I am very excited to share with you today’s segment. The first rule of selling is absolutely critical and essential to understand. Because this rule is the single most important and most basic but the most commonly violated rule. So you have to pay attention that the first fule of selling is no matter what product you’re representing, no matter what service you’re presenting, Always, Always Agree With The Customer.
In fact, you have to agree with the customer in all of your communication. If you want an agreement, you have to be agreeable. So if I want an agreement with Mr Steve, I have to be agreeable with Mr Steve to get the agreement. This vital rule has not to be confused with an old saying, which I don’t think it’s true because if you have a customer, you’ve known that it’s not true, customers are always right. Okay, it’s an old saying it’s been around for thousands of years, but we all know that customers are not always right. But the point is right or wrong. Agree.
Why Agreement Is Important?
Agree as you write the deal, don’t disagree and don’t fight the deal. Agree while you’re in the negotiations, don’t disagree because agree is necessary for you to even get an agreement, do you understand? You can never expect someone to agree with you if you’re disagreeing with them. It will rarely happen. People are attracted to products, services, ideas and people that represent those very things that they are already in agreement with.
So tell me who you voted for President? Exactly, you voted it for someone that you got some basic, at least some basic agreement with them. This is a fact of the universe that people move towards agreements. Your friends are those people that you most agree with them, your favourite family members are those people who agree with you.
People who agree with, move towards one another and people who disagree, move apart. There is a common saying that opposites attract. It’s not true at least it’s not true in selling because in selling likes attract. Like minds attract. Like attitude attract.
Remember this, if there is not enough agreement between two parties, there is no agreement. Do you get it?. when there is not enough agreement between two parties, there is zero agreements. This is the reason that partnership fails, marriages break up and you don’t have customers buying from you is disagreement.
Most people think it takes two people to resolve a conflict. It’s not true. The truth is, it takes one person to just agree and there would be no conflict. Because for conflict to exist, there have to be two people disagreeing. I agree, so disagreement is over, right?
Even if a buyer is making ridiculous, crazy claims or even exaggerations, just agree and tell them: “I am with you sir, I agree with you sir, that’s totally okay sir, I understand sir.” See, you have to do this because you think what he’s saying is ridiculous. Okay, but it doesn’t mean that he thinks it’s ridiculous. If he thinks something is black and you’ll think it’s white. Hey, you both right! I know at that moment you want to just take your belief system and shove it down his throat. But, the truth is that it’s black to him.
How To Sell Anything To Anyone Anytime?
If he thinks it’s black and you want that sale, you want to actually make that sale. You need to see from his viewpoint that how it could be black. So if he thinks he could wait and think about it, sleep on it and you disagree, he will solidify, he will become difficult, his objection will become valid and he will wait. You will never get him to the close. So now I’m just giving you some very basic, later you’re going to use this material to close. So now the first rule of selling: Always, always, always agree.
Now back to our example that the customer told you: “I have to wait and think about it” What you’re going to do? If you simply agree with him that thinking would be a great thing right now and let him know that you are agreeing that thinking is important. Doing the right same is important. Taking time is the right thing right now, and he’s doing the right thing.
He’ll be more attracted to you and move towards you, maybe not physically but definitely mentally, and now you’ll have a greater chance, like a very high chance to close the deal. So remember, always, always, always agree. If I ask you, what is the first rule of selling? Don’t say always agree. Say always, always, always agree.
Once you agreed, you can move ahead and you can explain that “Thinking, will not change the fact that this is the right product sir, you can afford it and our company is always here to support. It’s going to save you money right now…..” So making a decision now actually puts him in a better position. Agree first, close later. Agree with him first. This will bring him to another level of thinking and it will open him up.
So let me give you a personal example. I wanted to add a fourth dog to my family. Like I went to my girlfriend, she was against it and I knew that. I said, I want to add a fourth dog, she was like, no way, I’m dead set against it. It’s never going to happen. What did I do?
The first rule of selling of course, always, always, always agree. I said, Oh baby, you are right. What was I thinking? That’s crazy. The last thing they need is another dog. She just looked at me and said, you agree with me? I said, absolutely babe, I always agree with you. She said dog four is accepted let’s get it.
So you get it. Agree, acknowledge, make the other party right for their thoughts, ideas, beliefs, and then close. Remember this, in selling you don’t want to be right, you want to just sell something and make money. – Reza Abbaszadeh