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allowing her to stay in the zone on closing deals and not worry about who she should be calling next. And, with a few taps and swipes, Spiro does all the data entry for her. It’s that simple. It boils down to this: If you can


provide superior customer service, have great attention to detail, utilize tools to keep you organized, and have a handheld assistant pestering you, then you can exceed client ex-


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pectations and close a ton of deals. * Spiro is a personal assistant de- signed for sales professionals with a built-in, easy-to-use CRM. Spiro uses artificial intelligence to make sure your team is selling, not doing data entry, because it automatically builds and updates your pipeline of oppor- tunities from your email and calendar. Sales professionals receive dynamic, auto-generated remind-


ers to follow up with prospects and customers, based on their interac- tion history and sales best practices. Sales leaders can generate a more accurate forecast with the click of one button in Spiro, and receive alerts about risks in their pipeline. Spiro’s customers talk to over 20 percent more prospects per week and generate more sales as a result. Learn more at https://spirohq.com/. 


My great hope is to laugh as much as I cry; to get my work done and try to love somebody and have the courage to accept the love in return. MAYA ANGELOU


SELLING TIP Eighteen Sales Boosters


Before the Sale: Realize the prospect must think you’re good! Those who know how to serve best will succeed! If you look like a winner, it’s much easier to be one!


How to Qualify:


Use diagnostic questions. Your job is to uncover, probe, and turn needs into wants. 80 percent of your qualifying job should consist of listening.


Never present products to unqualified prospects.


How to Present: You don’t sell things when you describe a product – you sell benefits. You’ll do better if you get your prospect to participate. Tell stories of people who enjoy your product and report the problems they had before they bought it.


How to Handle Objections:


Hear the full objection. Feed back the objection. Acknowledge how the customer feels. Lead back to benefits.


Most objections are really questions. Clarity prevents objections. Answering the real question will neutralize the objection. Ignoring objections will neutralize the


We’re raised to receive. Interestingly, we spend more time learning how to “take” during our childhood and how to “ask” for things than we spend learning how to “give” and how to “share.” Take your share of giving and you’ll get your share of success.


– NICK CARTER


chances for a sale. Objections are good, not bad. The customer cares enough to present them to you. Indifference is bad. Ob- jections are only stepping stones on the way to a sale.


How to Close: You can say, “So you’re saying, everything is right ex- cept the price. What would you do if you were me?”


Realize that a close is just the logical conclusion to a well-done sales presentation. Never use the word “sign.” You can say, instead, “If you’ll just okay this, we’ll see what we can do about ear- lier delivery.” Or, “If you’ll confirm this now, we’ll see...”


The Extra Effort:


Ask for testimonial letters and references. You must be willing to do the things average people are not willing to do. You must make up your mind to be great and stop thinking like an average person.


SELLING POWER JANUARY 2017 | 21 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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