Dear reader, if you have missed the article on Objection Handling -
the fifth step in Advanced Successful Selling - you may review it
You've been selling your entire life.
Whether you like it or not, this is truth. Remember
in kindergarten - you told your friends something
cool about yourself, or your parents or showed them
a new toy. As a result of this your rank went through
the roof... suddenly you became a "cool kid".
Consciously or subconsciously you've sold yourself.
Same with your first date... remember you've put on a
nice outfit - that your parents called totally outrageous
- but it was considered to be "cool" at the time.
You had told your date bunch of stories, some of them
were true, some slightly modified and some were outright
If it did the job, you've got the second date planned,
if not - you learned your lesson and adjusted your
opening or closing lines. Or anything in the middle,
that didn't work as well as you'd hoped for.
You probably went through the same process while
finding your first job, getting your mortgage
approved, etc. All above are selling systems -
you sell yourself, your skills, your charm, etc.
Sometimes you tend to oversell ... but of course
astute sales person never would do something like
Would you agree that the better your
systems are the more success you have [in selling]?
Allow me to answer positively.
What tends to happen when you sell is this:
you know your opening line quite well - because you
practice it a lot - "I like your hair"... hmm maybe not.
What about "This is my first time here. What's good
on the menu?" ... ok - better. "Do you want to dance?"
- "No" - "If you don't want to dance, do you mind if
I join you for some conversation?" - well maybe.
You know your presentation more or less - "I
spent my last summer in Tibet" and the story goes on.
By now you know how to handle their
What you don't use too often is the CLOSE
"Your place or mine" line can easily ruin perfect
presentation. You see, generally people
don't practice CLOSE often enough. That's why it's
important to know your close irrespective of how
frequently you use it.
What is your CLOSE rate? How many sales
do you close? 10%? 25% or maybe 75%? No matter how
good you are - if you improve your close ratio -
this WILL improve your bottom line.
Finally we have arrived to my point!
In sales (I hope that you are in sales - if not -
this letter is not for you) it's vitally important
to know your CLOSING STRATEGY. If you've done any
sales at all, you would agree with me that knowing
the Closing Strategy is one thing - using it all
the time to the dot is another. It's a matter of
disciplining yourself to stick to it.
What are the CLOSING STRATEGIES?
Before we go into it - let me point out one more
thing about "Closing". An astute sales person is always
ready to finalise the deal. She or he doesn't need
to finish presentation or qualification or objection
handling if prospect is ready to buy - there's no
point to carry on explaining the benefits of the
product or service - is there?
If they are ready to buy - and you had establish it
by using trial closes - you would have asked for the order using
your CLOSING STRATEGY:
You can assume that the sale is to go ahead and ask
them - "Where would you like it to be installed?"
or - "When would you like it to be delivered?"
You may consider giving them an incentive, if they would make
a decision now - by offering additional discounts.
Taking physical action is another technique - if
they've decided to negotiate - narrow the price
range and tell them that you have to confirm this
with your office. Even if you are your office -
you still can use it by saying:
"Jo, I'm not sure that I can do this price, however
if I check with my office and they can confirm the price,
will you buy it?"
Tell them a story that will support your close.
"These people thought so and so and when they
bought this, how their life has changed". This
will link known and unknown, as well as invoke a
third party into closing sequence.
You can use impending event technique - this
can be based on upcoming price raise, stock
running out, limited numbers, special discount
available for limited time only, etc.
Your imagination is the limit.
If you remember only one thing about asking for
order, here it is: after you've asked your planned,
close question - "shut up" - say nothing, zipppo
- let your prospect think and for heaven sake don't
talk yourself out of the sale. I've seen this happened
many times - I'm guilty of doing this in the past
and I'm sure you are too.
If you’d like to learn more on how to apply these strategies - go here now.
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