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Member You - Inside Sales Tips - Taking Your Prospect All the Way
If you are like me you may have been stuck on how we were ever going to take back the lead in business from those countries that are producing tech-savvy engineers now creating companies that seem to be taking over every industry. This change h
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase you
As you have probably experienced there is a lot of hype in the business and marketing world. New concepts, revolutionary methods and the like land in our in boxes every day. But I'm going to confirm something you probably already know - the fun
"So how does that sound?" (Weak closing attempt) or,
"Have I answered all your questions?" (They then expect or hope the client volunteers to buy -- again weak) or,
"Would you like to place the order now?" (Slightly better, at least they're asking for the deal) or,
"So let's get you started..." (They then wait for the prospect to say yes or for them to keep asking questions--still not good enough)
The problem with all these closing attempts (and these make up 80% or more of how most sales reps do it) is that it leaves the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your
Get Inspired about Your CareerDo you linger in bed long after your alarm goes off on work mornings? Do you dread Sunday nights because they lead to Monday mornings? Do you watch the clock and wonder if the day will ever end? Do
"So let's get you started..." (They then wait for the prospect to say yes or for them to keep asking questions--still not good enough)
The problem with all these closing attempts (and these make up 80% or more of how most sales reps do it) is that it leaves the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase you
Resume writing is possibly the biggest stumbling block for folks who are looking for a job. While it may seem simple, there are allot of subtle things that really matter. Potential employers are flooded with resumes in response to their job pos
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase you
Question 1) List the top five most important steps in the selling process?Answer:1. Rapport.Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.The more inf
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase you
How to gain the confidence of your clients Imagine, you just started your new job as a sales assistant. You know nothing about sales and techniques and you have been figuratively been ‘Thrown in the deep end'Well
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using it. But don't take my word for it -- try at this week and watch your sales soar.
Wishing you a great week.
Copyright @ 2006 Mike Brooks
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