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The Business of Closing the Sale Without Killing It
You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind. 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: Salesman: Mrs. Jones: Salesman: Mrs. Jones: Salesman: 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. 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 did not 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 are ready to close, they'll be ready to quit. Copyright © 2005 Gloria Whitehorn-All rights reserved About the Author: Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about. *Attn: Ezine Editors/Site owners*
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Coaching Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement: Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? 10 Ways To Improve Your Sales 1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand. How To Write Sales Letters That Deliver Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just did not send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just did not have what it takes. Sales Strategies: Its Not Who You Know - Its What You Know We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple you just need to be in the "know". The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results? Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with the key word of selling and 4,700 titles with the key words of sales and marketing. 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product. The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: 11 Secrets to Leadership in Sales In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers. Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Humanize the Sales Process Q & A Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Sales Predator Or Professional Sales Rep From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship. Three Ways To Get A Prospect To Say Yes To Your Offer Here are three proven ways that will increase your sales:
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