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Close More Sales With This Very Simple 3 Step Sales Process.
As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions. Step 1 - Contacting the Lead For most Financial Services Sales Professionals making that phone call to set the appointment is often the hardest part of the sales process. Well it just got easier. You call the prospect and say
Step 2 The First Meeting Remember the first meeting is where you get to know your prospect. Have a questionnaire prepared in advance with the questions related to their situation. Most good sales organizations will offer you online and offline tools with questionnaires. The Sales call will go something like this. You Make some small talk, then have the client fill out the questionnaire. You say goodbye to the client and tell them you will get back to them to see how to proceed. In some cases you may want to make the 2nd appointment on the spot in other cases you may want to wait. Before you leave ask for some leads. Step 3 The Sale The second meeting is where you make the sale. You go back with the questionnaire and at least 2 proposals on how you can meet their needs. If you get the sale or not always ask for leads. If you get the sale or not ask them if it's ok if you check back later on to review there situation. About the Author Get Mike's Newsletter Here Copyright © 2005-2006 Mike Makler
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Coaching How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them! How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. Quick Tips On Handling Rejection Looking for a way to handle rejection? The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life. Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of customer acquistion stops at this point. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. 3 Steps to Immediately Improve Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Mortgage Leads Are Like a Box of Chocolates Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales Small Business Computer Consulting Freeloaders? and How to Avoid Them If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes learning. You have to build and permanently grow your knowledge and techniques. It's not just about putting up a web site, or using a replicated web site and promoting it to free classified ad sites and FFA pages. It is not just about learning by heart your product and telling to your customers all what you know. The most important part of sales science is to listen. A serious prospect is one who is interested to get what he needs. By the consequence, having some questions or concerns related to your product, he is really interested to find out if your product fits his needs. He will come to you to tell about his questions and concerns. Be prepared to welcome him in silence, selling is not about talking, it is firstly about listening. Pay attention to his questions or concerns. What are his likes and dislikes? Is he motivated by your product price or he perceives the value ? How your product fits his desire for status ? Listen to him is like listen to your market. When is your turn don't start answering, better ask what he means by every question. Make him speak and listen what key words he uses for explanations. Tailor your answer based on the information you gather and be prepared to reply using these key words to emphasize the image of your product. This technique requires effort and practice to be able to leverage its full potential, so take the time to study and practice it. Make your prospects speak and their concerns will do all selling work for you. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus...
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