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Member You - The Business of Closing the Sale Without Killing It
"Yes Joe, I already KNOW I need to go back to my existing client list."I hear that from contractors all the time. They’ve been in business for several years, have personally dealt with a couple of hundred people and have them listed somewhere—on cards in a box, in an old rolodex or in their accounting software.They suspect they are a good source for additional work and they know deep down that they are at fault for not contacting them. One contractor proudly exclaimed to me, "They don’t want me to contact them Joe, I’ve
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning
Here are some guidelines that will improve your gross sales, and quite naturally, your gross income. I like to call them the Seven Commandments. Look them over; give some thought to them and adapt them to your own selling efforts.1. If the product you're selling is something your customer can hold in his hands, get it into his hands as quickly as possible. In other words, get the customer "into the act." Let him feel it, weigh it, admire it.2. Don't stand or sit beside your customer. Instead, face him while you're point
Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action.
While you are giving your sales presentation pay strict attention to how your prospect responds to your sales talk. Of course, if the prospect is already at the second or third stage of the selling process, you should move on to the next stage.
Always try to find out what the prospect wants most out of your goods. Some people will be interested in every aspect of your proposition. Some will choose one, or two things that are of the greatest value to them.
Say a salesperson is selling a popcorn machine and they have told the customer all the benefits of owning one.
Salesman:
“Mrs. Jones, this popper cleans up in a breeze. All parts except the stand can be immersed in water and dishwasher safe, so it will be easy to keep clean. This machine will leave few kernels unpopped. In fact, each tasty morsel will be plump and wholesome. Our little popper does the job of some of the more expensive brands on the market and at a third of the price. And it will not only produce the best tasting popcorn, it will save you time, energy and money.”
Mrs. Jones:
“Did you say the popper comes apart and each piece can be immersed in water?”
Salesman:
“Yes Mrs. Jones, everything but the stand. All of the parts to the popper come apart for easy clean up. They can be washed in your kitchen sink, or dishwasher. This will do away with greasy build up since it only takes a little soap and water to clean it and no elbow grease.”
Mrs. Jones:
“How much is it?”
Salesman:
“It regularly sells for $19.95, but we’ve reduced the price for our grand opening. Your price today is just $15.95.”
Mrs. Jones:
“I’ll take two of them. One for my mother and one for myself.”
Salesman:
“You’ve made an excellent choice Mrs. Jones.”
The salesman picks up two popcorn machines and goes to the cash register to type up the order. He stopped selling because he closed the sale.
In the above example Mrs. Jones was most interested in the easy clean up. The money she would save was secondary, or of little concern, if any. She was mainly interested in how easy the popcorn popper was to clean because that saved her time and energy.
How do you test to see if a prospect is ready to buy?
You must give the prospect a chance to show how he feels about your proposition. Some customers will make it known to you that they are ready to buy, still another customer may be ready to make a purchase, but hides this from you. The best way to find out if this type of prospect is ready to buy is to give a closing appeal.
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning.
When Should Marketing Take a Front Seat?At some point in a company's growth, there comes a time when it decides whether the product or service it offers has exponential growth opportunities. If these opportunities exist, then a strategy must be formed to take the company to its full potential. Often this involves a shift from a sales-driven focus to a marketing driven status.All change in the corporate world is stressful, even if it is positive change. Nevertheless, the move from sales to marketing is o
Say a salesperson is selling a popcorn machine and they have told the customer all the benefits of owning one.
Salesman:
“Mrs. Jones, this popper cleans up in a breeze. All parts except the stand can be immersed in water and dishwasher safe, so it will be easy to keep clean. This machine will leave few kernels unpopped. In fact, each tasty morsel will be plump and wholesome. Our little popper does the job of some of the more expensive brands on the market and at a third of the price. And it will not only produce the best tasting popcorn, it will save you time, energy and money.”
Mrs. Jones:
“Did you say the popper comes apart and each piece can be immersed in water?”
Salesman:
“Yes Mrs. Jones, everything but the stand. All of the parts to the popper come apart for easy clean up. They can be washed in your kitchen sink, or dishwasher. This will do away with greasy build up since it only takes a little soap and water to clean it and no elbow grease.”
Mrs. Jones:
“How much is it?”
Salesman:
“It regularly sells for $19.95, but we’ve reduced the price for our grand opening. Your price today is just $15.95.”
Mrs. Jones:
“I’ll take two of them. One for my mother and one for myself.”
Salesman:
“You’ve made an excellent choice Mrs. Jones.”
The salesman picks up two popcorn machines and goes to the cash register to type up the order. He stopped selling because he closed the sale.
In the above example Mrs. Jones was most interested in the easy clean up. The money she would save was secondary, or of little concern, if any. She was mainly interested in how easy the popcorn popper was to clean because that saved her time and energy.
How do you test to see if a prospect is ready to buy?
You must give the prospect a chance to show how he feels about your proposition. Some customers will make it known to you that they are ready to buy, still another customer may be ready to make a purchase, but hides this from you. The best way to find out if this type of prospect is ready to buy is to give a closing appeal.
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning
In a media interview, always stick to your main points without rambling or digressing. Practice this when you rehearse.Sometimes, when you are doing a great job of keeping on topic, the reporter is leading to you talk about different topics, some of which you aren't as knowledgeable about. If the reporter leads you into different areas, go there only if it suits your needs and you are comfortable there.One advanced technique you can use in a tough interview is "bridging." Bridging is simply steering the interview back t
Salesman:
“Yes Mrs. Jones, everything but the stand. All of the parts to the popper come apart for easy clean up. They can be washed in your kitchen sink, or dishwasher. This will do away with greasy build up since it only takes a little soap and water to clean it and no elbow grease.”
Mrs. Jones:
“How much is it?”
Salesman:
“It regularly sells for $19.95, but we’ve reduced the price for our grand opening. Your price today is just $15.95.”
Mrs. Jones:
“I’ll take two of them. One for my mother and one for myself.”
Salesman:
“You’ve made an excellent choice Mrs. Jones.”
The salesman picks up two popcorn machines and goes to the cash register to type up the order. He stopped selling because he closed the sale.
In the above example Mrs. Jones was most interested in the easy clean up. The money she would save was secondary, or of little concern, if any. She was mainly interested in how easy the popcorn popper was to clean because that saved her time and energy.
How do you test to see if a prospect is ready to buy?
You must give the prospect a chance to show how he feels about your proposition. Some customers will make it known to you that they are ready to buy, still another customer may be ready to make a purchase, but hides this from you. The best way to find out if this type of prospect is ready to buy is to give a closing appeal.
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning
What is it that has set the great leaders and entrepreneurs of the world apart from the rest of the world? You know what I’m talking about- the truly remarkable ones that have made their mark on the world. Sam Walton didn’t create the Wal-Mart Empire overnight, and he certainly didn’t do it alone. He had a group of quality employees working for him, a group that both respected and admired Mr. Walton and of his accomplishments. He is a prime example of possessing the right leadership styles and skills to get the job done, and created
In the above example Mrs. Jones was most interested in the easy clean up. The money she would save was secondary, or of little concern, if any. She was mainly interested in how easy the popcorn popper was to clean because that saved her time and energy.
How do you test to see if a prospect is ready to buy?
You must give the prospect a chance to show how he feels about your proposition. Some customers will make it known to you that they are ready to buy, still another customer may be ready to make a purchase, but hides this from you. The best way to find out if this type of prospect is ready to buy is to give a closing appeal.
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning
M # 2 - MediaBefore we go into media - I'd like to ask you to suspend your previous beliefs of "what works and what doesn't" as regards to Media.Let's survey what's available:Print - Newspapers, Magazines, Yellow PagesDirect Mail - Letters, brochures, Postcards, otherBroadcast - Radio & televisionThere is no "good or bad" media - media is just a means for delivery of information. Just like a gun is a means to deliver a bullet. There are good shots and bad shots - a good shot hits your target
Ask a question, such as, “How many of these can you use Mr. Smith?” or, “We can fill your order immediately.” or, “What sizes will you be needing?” This tests the prospect’s interest and gives them a chance to buy.
Don’t make the mistake of asking the prospect how they feel about your proposition, or “Don’t you think you should buy this widget?” The answer will probably be no.
If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect’s interest in buying could grow, or fall flat. Start the selling process again from the beginning. Because until the prospect is ready to buy, you are not through selling.
There is a danger in moving on to something else and not closing the sale at the right moment. The customer may get out of the buying mood and began having second thoughts about making a purchase. They may loose interest in what you say next because you didn’t reel them in when they were ready. They may decide they can get along without the item, or they may remember they have a bill to pay.
When the customer is ready to buy give them the opportunity, or when you’re ready to close, they’ll be ready to quit.
Copyright © 2005 Gloria Whitehorn and Dovemang.com All rights reserved
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