N5 Sales Management 2.2 The minor question technique
Instead of asking directly for the sale, the salesperson asks a question about a minor point such as model type, size or delivery which the prospect has to decide on if he was buying the product. By answering the question, the prospect actually agrees to the sale.
Examples of this technique: • “If you choose this table, which shape would you prefer? Round or square? ”
• We have the funky kettle in various colours such as red, orange, green... Which colour would you prefer?”
2.5 The direct approach technique
Simply ask for the order. Salespeople sometimes miss an opportunity to make a sale because they were too busy chatting away and asking questions and answering objections. Many salespeople are too afraid to directly ask for an order because of a fear of rejection.
Once again, with this technique, body language is very important to know when is the right moment to ask: “Would you like to buy one?” If the prospect says “Not now”, the salesperson must ask more questions to find out what the objection is, overcome the objection and try to close the deal again.
2.4 The inducement technique
The salesperson offers the prospect an incentive or temptation to buy the product. The prospect might feel that if he does not buy now, he will lose out on something. People like receiving something for nothing. Also try one of the other techniques first before giving away something extra.
Examples of this technique: • “I won’t charge you the R250 for delivery.” • “If you buy it now, you’ll receive an extra battery for free.”
2.5 The emotional closing technique
All humans are naturally scared of losing loved ones or belongings. This can give prospects a strong drive to buy certain products.
This technique works well because all decisions are based on feelings. The salesperson deliberately plays to the prospect’s emotions and arouse certain emotions. The salesperson must personalise each closing appeal by applying it to every prospect’s personal and individual situation. The salesperson should try to use this technique only after other techniques have failed.
An example of this technique: • A salesperson selling medical aid: “You, your children or your wife can become suddenly ill and medical bills can add up quickly. The last thing you want to worry about is finances. You want your family protected, don’t you?”
• A salesperson selling property insurance: ”Your house content is not covered at the moment. Our service covers you against accidents, burglaries and fires. You don’t want to suffer a big financial loss in case of an unfortunate event, do you?”
100
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96 |
Page 97 |
Page 98 |
Page 99 |
Page 100 |
Page 101 |
Page 102 |
Page 103 |
Page 104 |
Page 105 |
Page 106 |
Page 107 |
Page 108 |
Page 109 |
Page 110 |
Page 111 |
Page 112 |
Page 113 |
Page 114 |
Page 115 |
Page 116 |
Page 117 |
Page 118 |
Page 119 |
Page 120 |
Page 121 |
Page 122 |
Page 123 |
Page 124 |
Page 125 |
Page 126 |
Page 127 |
Page 128 |
Page 129 |
Page 130
