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Increasing Your Sales FASTER -- Dealing with Ill Think It Over.
Do you frequently hear that from a prospect? "I'll Think It Over." What does this mean? It usually means that either So, could this have been avoided before it got this far? Possibly. The problem is that the longer the prospect delays, the less likely you'll close this deal. I see sales close ratios go up when my clients start using dealing with this before it happens, and handling it quickly when it does happen. When your hear "I'll think it over," it is an indication that a step in the sales process was missed by not clarifying what the prospect's decision making process was and when a decision would be made. Following the sales process step by step, and making sure that the prospect has discovered all of the right answers for himself before going for the close can increase your close ratio by multiple times. If you are hearing this frequently it is an strong indication that something is missing in your sales process. Let's break this up into: How Could We Have Avoided This? During the sales process make sure to ask a few key questions: Then restate the situation: "Let's see then, if [this problem, or that problem were resolved].. then you would decide to move forward?"
(Now you have an agreement to make a decision and move forward if all of his questions are answered.). Dealing With It Now That You've Got the Stalling Tactic "That sounds reasonable. You know, when I hear that I become a little concerned that something is bothering you. Is there something Some other questions: This will frequently get the prospect to open his concerns to you rather than walking away. Then provide the answers that are needed to close the deal. Don't argue with anything the prospect says. Provide a logical, positive answer. The longer the prospect delays the less likely you will get the sale. And, if the prospect did not really need your product and did not know how to say no, you'll clear this up quickly so that you don't waste your valuable time. There is nothing more frustrating than calling a client over and over to hear, I'll get back to you .... later and it never happening. Following these steps you will see your sales increase FASTER. If you'd like to receive more Hints and Tips to Increase Your Sales, send an email to mailto:AlanBoyer@leaders-perspective.com with "Sales Tips" in the subject line, or go to the website at http://www.leaders-perspective.com/Sales-Training.aspx Alan Boyer, President/CEO of The Leader's Perspective, LLC, is considered one of the world's leading breakthrough specialists and sales trainers. He has worked with some of the worlds largest companies, on projects in the multi-billion dollar area, and with single proprietor companies. He has worked on many hundreds of projects with companies that have resulted in multi-$100 million savings or gains. With over 35 years of business, sales training, quality, and process experience, he has catapulted businesses lightyears ahead in weeks. Some have doubled and some have jumped 10 times. He claims the key to that is: He helps companies worldwide reach further than they EVER thought possible....FASTER http://www.leaders-perspective.com/Sales-Training.aspx
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Coaching Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! 3 Tips to Get Clients Now "I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition? Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased because anything that helps me understand more ways to use what I already own is pretty useful to me. Ten Ways to Super Charge Your Sales 1. Add a no-fee interactive game to your web site. You couldhire someone to create it. You want to make the game relatedto the theme of your web site. In the case of our web site-- the Abundance Center -- the theme, abundance, could be agame on how to find abundance. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. The ?Shocking? Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either! Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. Equal Chance of Winning The Sale? Bah! Are you going to win this deal? Curiosity and How It Effects Your Business Proposition The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. When The Clock Strikes Twelve! I just finished reading another sales copy ending with the Deadline Marketing! Five Tips To Increase Your Sales 1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now and get an instant rebate of $20 - you only pay $79!" The Art of Backend Selling The art of backend selling Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ?
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