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The grand essentials of happiness are: something to do, something to love, and something to hope for. GEORGE WASHINGTON BURNAP
their lives for the better. They want to know how to master their destinies. These people want to know what strategies made a former football star a business success. They want to adapt the values and principles that helped a famed motivational speaker win. They’re eager to trace the blue- print of someone who started with an $87 investment and built a $37 million megastructure. They want to be inspired to take risks and want to know how to dream bigger dreams. They want to know how to develop bigger plans and make things happen against impossible odds. They want to learn how to recover from failure and disappointment. They want to learn how their bigger brothers and sisters have risen from the ashes. They want to be close to heroes and benefit from their insights and wis- dom. They expect to learn from the lessons of former presidents, military leaders, people from the business world, and sales superstars. In a time when so much of the news is bad – and most of the rest is sports scores and celebrity gossip – there’s an ever-increasing market for hope, for positive thinking, and for a view of the world that helps promote success. That’s the food that spurs growth and development, sales and profits, good works, and a viable community. We all need positive energy, hope for the future, and a good dose of success. So let’s get on that bus and ride it to a future full of promise.
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SELLING TIP Upsell Well
Bigger sales are always better. To persuade buyers to increase their orders, try these upselling questions: • “If we were giving away any of our other products, which would you most want?” • “If your company had a larger budget, what would be the next product of ours you would have them buy?”
• “Can I show you the models we’ve added to our line since you made your purchase?”
• “Your company has grown in recent years. Would you like to look at some of our larger units now?”
From The Sales Question Book by Gerhard Gschwandtner and Dr. Donald J. Moine. To order, call 1-800-752-7355.
— GERHARD GSCHWANDTNER AND DR. DONALD J. MOINE
SELLING TIP Questions, Questions
When prospects balk, some reps react by rattling off more information or counter-arguments. But, when dealing with objections, often a simple question can spark a useful dialogue. Here are some common objections and questions to crack them.
• Objection: “I’m not interested.” Question: “May I ask why?”
• Objection: “I need more incentive.” Question: “What kind of incentive are you looking for?”
• Objection: “I want to shop around.” Question: “Is price your main concern?”
• Objection: “The software we currently use suits us fine.” Question: “ Are your customer complaints ever related to your software?”
• Objection: “Your competitor’s product is better.” Question: “Better in what way?”
• Objection: “It’s too big of a risk.” Question: “ What could our company do to make you feel more secure?”
Adapted from Sales Scripts That Close Every Deal: 420 Tested Responses to 30 of the Most Difficult Customer Objections, part of The Selling Power Success Library. — LISA GSCHWANDTNER
SELLING POWER JULY 2016 | 23 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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