Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time…
This is about the Decision Maker or Buyer who is invisible to us, or out of reach, the one you can’t contact directly because he or she is too distant. Now, sometimes this distance is due to geography — the key decision maker is located in some other city or country. But other times it’s…
Are you challenged dealing with objections and thus miss closing deals? In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how todeal with it. All my early sales training and all the sales…
Find What Works Here’s a way one successful sales rep we know prepared themselves and conquered their fear of closing. First, they chose a couple of closing techniques that they felt comfortable with. They happened to prefer the Recommendation Close and the Direct Question Close. Then they wrote the actual words that they intended to…
Do you know the major reason why prospects don’t buy? They were never asked! That’s right, no one asked them for the business. Strange as it seems, salespeople use all their superior selling skills to get in front of a prospect, qualify him, uncover his needs, match their product or service to those needs, and then…
#8. Concession Close Use the Concession Close if you’re prepared to offer a price reduction. Before offering a price concession, ask the prospect, “If I can get this price for you, will you go ahead?” If the prospect says yes, get the price and immediately ask for the order. Note: If the prospect says no,…
#7. Contract Close Start filling out your order form or contract. The prospect will stop you if she’s decided not to go ahead. Phrases such as shown in the following examples are simple ways of starting the Order Form Close. Useful with: All buyer styles Example • Let me get down the correct delivery address.…
# 6. Recommendation Close Sometimes prospects are unsure of themselves. They know what they want but are not sure how to do it. Some people simply find it hard to make a decision. The Recommendation Close puts a degree of assurance into the situation and helps the prospect make a decision. Useful with: Driver, Analytical…
#5. Wrap-it-up Close Start doing something—anything—that the prospect will have to stop you from doing or she has given permission for the close. Useful with: All buyer styles Example • Start writing up a contract. • Start phoning your office to check on the inventory status. • Start filling out a credit application.
4. Right Angle Close You’re at the end of the sale and the prospect asks a question, the answer to which is positive. Instead of answering the question, you go right off at a right angle by saying: “If we can… (do that), will you… (buy) today?” Useful with: Driver and Analytical Buyer Personalities Example…