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TIPS


VIDEO: LEARN ABOUT THE BEST SALES SOFTWARE AT SALES 3.0


‘‘ SELLING TIP Shhh…Silence Can Be an Effective Selling Strategy


Some salespeople fear silence. They follow the old adage, “Silence is deadly,” by filling gaps in conversation with words – sometimes whatever pops into their heads, sometimes a rehearsed script. Such salespeople may feel that silence conveys a lack of preparation about, knowledge of, or belief in the product. However, in many selling situations, silence can enhance your selling strategy. Here are four ways to use silence:


1. After you’ve asked a question, give the customer a chance to answer. 2. When a customer says something outrageous, give him or her time to reconsider what was said.


3. When you need a minute to think, simply pause. This pause will show your customer that you are thinking hard to come up with the best solution.


4. As a closing strategy for getting the order, follow this sales negotia- tion adage: “The first person to speak, after the closing question has been asked, loses.”


By viewing silence as an opportunity to enhance the sale, salespeople can see true selling wisdom in the adage, “Silence is golden.”


– SELLING POWER EDITORS


Organizing is what you do before you do something – so that, when you do it, it is not all mixed up. – A. A. MILNE


SELLING TIP Check It Out


On your last call, did you • Ask questions and listen? • Show interest and concern for the prospect’s or customer’s needs?


• Treat the buyer as an impor- tant individual?


• Demonstrate professional concern instead of just taking the order?


– SELLING POWER EDITORS


‘‘


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.


SELLING POWER DECEMBER 2018 | 5 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Pessimism leads to weakness – optimism to power.


– WILLIAM JAMES


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