TIPS
VIDEO: MINDSET MAGIC: SELLING IS A TRANSFER OF ENERGY!
‘‘ SELLING TIP Sales Earnings Are Based on Sales Closings
The following closing ideas can serve as useful guides when you are out on your next call. In fact, these closing techniques have been in almost constant use for over a hundred years. We call that tried, tested and true. Give them a try and see why some closes last forever. Instruction Close: Assume the prospect has decided to buy, then give him details or instructions regarding future service. Pro-and-con Close: Contrast the reasons the prospect should buy with
the reasons he or she feels it is not the right time to make a buying decision. Minor-decision Close: Get commitments on a series of minor points as steps to the completed sale. The Extra-incentive Close: Offer a special reward to the prospect for buying today. A cash discount, a small gift, an extended payment plan. Name-spelling Close: The sale can usually be closed when the prospect is willing to spell his or her name for you. Action Close: Watch for actions and questions indicating implied con- sent; e.g., willingness to arrange financing, a medical appointment (for life insurance), or discussion of service contract.
– SELLING POWER EDITORS
I believe much trouble would be saved if we opened our hearts more. – CHIEF JOSEPH
SELLING TIP Follow-up Checklist
Now that you’ve closed the sale, don’t forget to... • Thank the customer • Root out problems that arise • Answer complaints promptly • Keep selling • Ask for referrals
– SELLING POWER EDITORS
‘‘ SELLING TIP First Things First
One of the most important first steps to start a relation- ship with a prospect or customer is to establish rapport. One way to do this is to find something the two of you have in common. If something has been written about your customer, read it and mention it. If your customer
Always laugh when you can. It is cheap medicine. – LORD BYRON
did undergraduate studies at the institution in your home state, talk about the connection. If you detect a southern accent and you have friends in Mississippi, ask where your prospect grew up. If your customer has family pictures in the office, take time to notice and ask about them. If you express sincere interest in the nonbusiness world of your client, you can gain his or her confidence, and then his or her business.
– SELLING POWER EDITORS
SELLING POWER JANUARY 2019 | 5 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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