as our opinions, by changing our perceptions. It requires learning to use the freedom we do have to affect the atmosphere and content of our lives. This is a self-fulfilling prophecy of the brightest kind. Pessimists give up; opti- mists persevere. Their hopeful attitude keeps them in the game – using every play, inning, and sales call as a fresh opportunity to improve the outcome. Met Life found that optimism also makes a good bottom line. Its earn- ings grew almost immediately after Seligman’s hiring procedures were initiated. This makes optimism big business. It also suggests that any- one with economic success as a goal might benefit by inspecting his or her underlying attitude about life. Seligman has observed that opti- mists don’t get stale. That’s because they tend to stay “in the moment.” And, when they do step out of the
SELLING TIP Six Ideas to Close More Sales
Here are six time-tested ideas that can help you know how and when to close a sale. 1. Don’t be afraid to use the “contract” close! Try this on your next sales call. Put your order blank on the table before you begin your product presentation. As you point out your product’s features and benefits, write small details on your order blank – like your prospect’s address and phone number. If asked, “What are you writing?” simply say, “I just wanted to see how this looks on paper.” If your prospect says, “But this is a contract,” you can reassure him, “There is no reason to worry; it’s not a contract unless you choose to sign it.” 2. Use your laptop computer or mobile device to close. Many companies accept verbal contracts. The easier you make it to buy, the more products you’ll sell. Some sales- people just pull out their laptop or tablet, saying, “Let me take a minute to confirm what we’ve talked about.” If you don’t have a computer or tablet, use whatever
recording device you have and say, “I’d like to dictate a quick authorization to our shipping department to con- firm your delivery,” Then repeat the details of the order, turn to your customer, and ask, “Is there anything else you’d like to add to this?”
present, they step forward toward the future – not into the past, with its fes- tering memories and old aches. Some- one with hope for the future learns that getting what you want requires action in addition to reflection or insight – whether it is something tangible (such as meeting a quota or getting a raise) or something intangible (such as hap- piness or peace of mind). Making dreams come true – or just getting through the day with dignity and satisfaction – can happen only by using the present to shape the future. As Peter Drucker once said, “The best way to predict the future is to create it.” John Locke said, “A sound mind in a sound body is a short but com- plete description of a happy life.” To make a body sound (and keep it that way) requires exercise – prefer- ably every day. We deteriorate, both physically and mentally, unless we use
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The first idea the child must acquire is that of the difference between good and evil.
MARIA MONTESSORI
ourselves. Stop the effort, and the gains go away rapidly. Intelligence and emotion are
similar. Use them and they become stronger and more flexible. Optimism naturally flows when both are healthy. Like Seligman’s rats, we will learn pas- sivity and accept life’s shocks without going for the exit – unless we remem- ber that we do have control, at least over our attitude.
3. Close early – the earlier the better. There is nothing wrong with opening the sale with a close. You can say, “The purpose of my call is to find out how our product can solve your productivity problems and – if we agree it will – to help you buy it.” 4. Use trial closes when you hear positive comments. Never miss an opportunity for a trial close. If your
prospect tells you, “I can see how this will increase production,” follow up with, “Isn’t this alone a good enough reason to make this investment?” 5. Always upsell after closing.
If you make it a habit to add a little extra to your sale – like a service contract or an accessory to go along with the product – your total sales at the end of the year will be significantly higher. Commit yourself to upsell. Ask, “And what else can you think of that you could use with this product?”
6. Always save one last idea to save the sale. If it appears your prospect is not going to buy, pack up your samples, leave your brochure, say good-bye to your prospect, open the door, and turn back with a flash of sudden inspiration: “Would you mind if I asked you a quick question?” If he says, “No, go ahead,” take a step toward your prospect and ask, “If you were me, what would you have done differently?” Then wait for your chance to reopen the sale with one last idea.
– GERHARD GSCHWANDTNER SELLING POWER JUNE 2018 | 27 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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