 |
|
|
Health Check
Wellness Clinic - Provide Budget & comprehensive screening
package
Log in
www.healthcheck.sg for
detail
|
Closing Sales Is Not A Problem, It?s A Process
In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close didn't work, you could rummage around in your head for the the "secondary question" technique, the "order-blank" method or the "forced choice" close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close. Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself. Closing is an integral part of the following; a solid sales process--not a specific stand alone technique: - Building rapport and trust; - Obtaining your prospect's attention; - Probing for problems, opportunities, needs and values; - Demonstrating products based on the specific needs you have discovered, - Asking trial closing questions and answering objections, then - Asking for the business. By first building rapport with a prospective customer or client, a sales or service industry professional can create the trust that our research shows is vital to consistently obtaining sales success. Through using an attention getting provocative question and then taking away your offer, you can open your prospect's mind to answering your questions and later accept the suggestions that you make in your sales presentation. By asking open-ended, probing questions, you can learn about hidden needs and problems that can be solved by your products and/or services. Through effectively demonstrating your products and/or services, answering objections and asking trial closing questions, you then set the stage for closing the sale. All that is left in this process is to ask for the business. In my self-directed learning manual entitled Sales Success Strategies, (see www.TheSellingEdge.com/manual1.htm) I explore the steps that must precede a successful close. This unique learning guide won't give you a dozen closing techniques to memorize, nor a list of power words that will impel your prospect, client or customer to sign on the dotted line, because these words and closes simply don't work with today's sophisticated consumers. If you take time to review them and apply them to your daily sales activities, the ideas discussed can make a significant difference in your ability to regularly generate business for your company or professional firm. VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com
|
Get Checked Before
Complication Strike Log on to
HealthCheck.sg - All
nationalities welcome to enjoy the privilege and offer corp
price .
|
|
|
|
|
RELATED ARTICLES
Sex Sells!
An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses than women. Therefore, when cold calling, an attractive woman has a better chance of getting an appointment for a sales presentation, than does a man. Women are also given more attention in their presentations and less resistance up to a point, than a male sales representative or service industry professional (accountants, attorneys, consultants, bankers, etc.). This advantage has everything to do with sex and the physical appeal of a woman. It is clear to me as a sales trainer, coaching sales representatives and service industry professionals in the field, that male decision-makers often use a different part of their anatomy than their head to make their buying decisions.
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER?
Why Should I Buy From You?
Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Here are a few strategies that will help you differentiate yourself from your competition.
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.
The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"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 information I provide the more you understand my needs and wants.The more you understand my needs and wants the easier it will be for you to sell me.Be sincere. Nothing will turn a customer off quicker that insincerity.
2. Overview. Help me understand what we're going to do while we're together today (assume this is our initial visit). I'm looking to purchase a new roof, you're the rep for the roofing company. The overview would include the elements or the steps of the sales process.EXAMPLE: "Teri, while we are together today I'd like to better understand what's important to you when replacing your roof - such as the style, the color, as well as the budget you are looking to stay within. Next, I'll measure the roof and show you the different options and packages we have available. And, finally, I'll show you what we need to do while we're together today to get started."3. Qualifying. Using the right approach and asking specific, relevant questions in a non invasive way.EXAMPLE: "Teri, have you ever had a roof replaced? At that time what roofing company did you use? Is there a specific reason you chose not to use that company this time? How soon are you looking to have the roof replaced? Aside from yourself is there anyone else that will be involved in the decision making process? Is there a budget that you are looking to stay within? How would you be paying for the new roof?Cash, credit, or financing?, etc." 4. Presentation. Now that you've helped me feel comfortable, have identified the steps that will transpire while we're together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.5. Recap. This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and features of your products, and allows you to show me why your company would be the best choice. WHAT HAPPENED TO THE CLOSE? - CLOSING STARTED WITH HELLO!It's not about the close - it's about the qualifying. If you're following a well documented sales process and asking great qualifying questions, the close will become a formality.Question 2) Of these top five, which is the most important? Why?Answer:Qualifying. Qualifying is critical because:if you don't understand my needs or wants;if you don't understand what motivates me to buy; if you don't know who the decision makers are; if you don't know if I could afford what you have; How are you going CLOSE the sale?
DON'T FRUSTRATE YOURSELF!Ask great questions and listen for the answers (objections, concerns, fears).Question 3) List the top three steps in the qualifying process?Answer: 1. Identifying the decision maker. 2. Identifying that there is a need or want. 3. Identifying affordability.Question 4) Of the top three which is most important. Why?Answer:Identifying the decision maker. Without identifying the decision maker/s you'll invest a lot of time and emotion only to find there are one or more additional people needed to move forward. Don't get caught in the trap of believing the person or people you are talking to will do a better job of selling than you can. If you're not dealing with all the decision makers you lose. And, if by some miracle you do close the sale, it will be a very lengthy selling cycle.Question 5) What is more important - qualifying or closing? Why?Answer:
"If you don't know the answer to this one, WE NEED TO TALK!"
Psychological Tricks in Selling
----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute, use for ezine, newsletter, website,offer as free bonus or part of a product for sale as longas no changes are made and the byline, copyright, and theresource box below is included. ----------------------------------------------------------
I Don?t Want To Be Sold; I Want To Buy
I went shopping for clothes today.
Selling Your Business ? Step by Step Process
So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start?
Expert Qualities in Sales
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.
Writing Effective Sales Messages
A sales letter is a document designed to generate sales. It is a distinctive type of persuasive letter. It persuades the reader to place an order, to request additional information, or to lend support to the product or service or cause being offered. For most sectors other than retail, a sales letter is the first and most important way of reaching new customers. The purpose in writing a sales message is to sell a product. It influences the reader to take a specific action by making an offer-not an announcement-to him. Sales letter attempts to persuade readers to spend their time and money on the value being offered. To sell, the sales letter must be specific, go to the right audience, appeal to the readers needs, and it must be informative.
Selling Services
Selling a service isn't the same as selling a product. Your prospect is buying an
intangible. There are no shiny buttons to show off. You and your company are the
visible representations of the service. You need to live up to them in your image.
(marketing) And in how you "court" the prospect. (sales)
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule I always start with is The Rule of 7.
What Not To Do With Your Leads
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.
The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one.
Selling Commodities
"How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?"
Can Barter Help Increase Cash Sales and Visability for Your Small Business?
Barter is becoming an increasingly popular method of commerce. The U.S. Department of Commerce estimates that 20 to 25% of world trade is now barter. Corporate barter is now a 20 billion dollar industry. It seems as though everyone from the big corporations on the New York Stock Exchange to small home-based businesses are jumping on the barter bandwagon.
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.
Its Better When They Tell Them
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?
Why Are Customers So Indecisive?
Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not, she ponders.
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.
|