| |
| |
|
Sales Training Information |
|
|
|
Closing the Sale - It Doesnt Have To Be Uncomfortable
"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. The reason people find it difficult is that they hate the word "no" or "I don't want to do it" or even - "I'll think about it." We take it as rejection and most humans just hate rejection. I'm reminded of the salesman whose wife asked him how well he'd done that particular day. "I got three orders today" he replied- "Get out, stay out and don't come back." If you've made a good job finding out the other person's needs and presenting how your product or service or idea meets their needs, then closing will be a natural step in your dialogue. The goal in closing is to reach agreement with the other person on the appropriate next steps. It might be about signing an order, or arranging another meeting or a demonstration of your product. You close when - #1 The customer indicates that they're ready to move ahead either verbally or non-verbally. (A buying signal) - Or #2 The customer has accepted the benefits you've described. The customer might say "I like the sound of that" or "That looks OK to me". They may even be smiling, nodding or looking expectantly at you. The three steps to closing the sale are - #1 Review the previously accepted benefits. (When you presented the features and benefits of your product or service you should have checked for acceptance of these benefits.) Now is the time to review these benefits. You might say: "As we've discussed" or "Let's go over what we've agreed so far". #2 Propose the next steps. This is where you ask for whatever was the objective of your call and is also relevant to your customer's needs. You're asking the customer to make a commitment. However you're also making a commitment to satisfy the customers' needs. You might say - "If you produce a purchase order I can put it through today" or "I'd like to arrange for our engineers to familiarise your people with how this machine will cut your costs". #3 Check for acceptance. This may sound fairly logical however it's the final part of the closing process and many people avoid it like the plague; primarily because they hate to hear "NO." You say something like - "Can you arrange that?" or "Is that acceptable?" or "How does that sound?" You're either going to get a "yes," a "no" or a "maybe" when you ask your closing question. If you get a "no" or a "maybe" then you need to deal with their resistance - and that's another story! Discover how you can generate more business without having to cold call! Alan Fairweather is the author of "How to get More Sales without Selling" This book is packed with practical things that you can do to - get customers to come to you. Click here now http://www.howtogetmoresales.com and http://www.alanfairweather.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?To be a complete sales professional, your daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities?My Ph. Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Increase Your Influence, Increase Your Sales Selling is everyone's lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince and influence others. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Secrets That Lead To Failure In Sales Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?It's called the year-end appraisal. Sales Tips from Sales Masters Dogs are great teachers of how to sell easier and better. And if you think about a dog's life, it's quite a pampered and easy one. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you're missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. Three Essential Questions You Must Ask To Make More Sales - Ignore Them At Your Peril There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet". Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference?There are two types of discounting. There are arbitrary discounts; these are the type you just make up because you are trying to close a sale or for some other stupid reason. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Invite Questions to Boost Your Sales Do you invite your prospective customers to ask questions .. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus. How to Boost Your Sales Letter Conversion Rate Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time.
|
| home | site map |
| © 2006 |
