Sales techniques in Closing the Sale…in order for a Salesperson to make a successful presentation to a potential Customer, it is critical that you tell them what you do that is special. They need to understand the following critical point… “What is it that you do that makes you different?… why would I choose you and your service/product over the competition?”. The answer to that question is the backbone to every successful sale. Help the Prospect understand the benefit you bring to them and they will buy.
So what do most Salespeople do? They respond by saying, “I do this, I do that, my service/product is amazing… isn’t that great and aren’t I great?”. Done properly, this isn’t necessarily wrong…yet there is another approach that is exceedingly more powerful.
Here is your ACTION STEP…one of the best ways to close business is to use a third-party endorsement. This usually takes the form of letters of reference or testimonials. “Third party power” provides a comfort for your prospect that they are not the first person to do business with you. Meaning, others have taken advantage of what you have to offer and they are very satisfied. Here is an extension to that thinking that works extremely well…
Instead of telling your prospect, “I do this, I do that, isn’t that great?” consider these 2 statements: [Read more…] about Sales Techniques in Closing
The skill of “closing the sale” is one that eludes many Salespeople. Sales closing skills techniques are very effective. When it comes to asking for the order many Salespeople back off, hoping the Prospect will “take the plunge” without being asked. The three main reasons that most people in Sales are hesitant Closers are:
- Avoiding rejection
- Fear of being “pushy”
- Lack of confidence
Becoming a good Closer is definitely attainable for everyone. Closing Skills are a learned skill… it is not genetic. Great Closers became that way as a result of moving into uncomfortable situations, getting rejected, failing, adapting their approach, and going back for more. They take the “what’s the worst that could happen?” approach.
Here is your ACTION STEP… the first thing to be aware of is that often times the Prospect is a reluctant decision-maker . Different people decide in different ways. Great Salespeople help their Prospects through the process. Here are three great questions to make things easier for everyone: [Read more…] about Sales Closing Skills Techniques
1. Do not compete on price – compete on value
2. People do not know what they want until you show it to them (Steve was a master at introducing new ideas that everybody needed)
3. Create a great presentation – it’s what sets you apart
4. Create a Buying Experience for your prospect – make it memorable before AND after the sale
5. Do not fear failure
Each one of these could be a one-hour Seminar. When you think about them on an individual basis there is a tremendous amount of wisdom in each.
Look at #1 for starters. Pay special attention to this one. People that can’t sell cut the price. People that can sell earn more than the competition. Show your prospect why what you do is so critical to achieving their goal and then go out and earn that money. Be confident – you have great value to offer. The key in selling is to make sure your customers understand that. Let us show you how to make all this happen. Check out our Coaching. BK
THE CARE PACKAGE… it becomes pretty obvious in reading the recent Steve Jobs biography by Walter Isaacson that he was not a particularly well-liked individual. Tough to work for, merciless, and unrelenting in his desire to have things done his way. So why was he so successful? How is it that he was able to leave such an amazing legacy of innovation and results?
Issacson’s book makes it clear over and over that in spite of the intricacies of the high-tech industry, Steve Jobs took a very simple approach to looking after his customers. Job’s philosophy was… Care more, the money comes after. He passionately cared about the value his products offered, he passionately cared about customer satisfaction, he passionately cared about the image his products created. He “Cared More”… and as we all know, lots of money “came after”.
Look at the opposite approach…here’s an example of not caring in the Sales Business. Recently the National Association of Realtors published statistics that showed 90% of all homeowners are never again contacted by their real estate agent after the deal closes. Why?… Two reasons: #1. There’s no immediate money in it and #2. It just opens the possibility for a complaint. So most Agents become “Secret Agents”. This is ridiculous! Past clients have consistently proven to be the best source of repeat business and referrals for all Salespeople.
Here is your ACTION STEP… if you want to institute a “Care More” flavor to your business then let’s start with the basics. Start by doing the following: [Read more…] about Realtors: Past Client Maintenance!
MAKE IT INTERESTING… in his best seller “Tell to Win”, film executive and author Peter Guber does an engaging job of explaining the Power of Storytelling in Sales. He makes it very clear that the best Salespeople are also the best Storytellers. This is not a new concept, the Art of Storytelling has been with humanity since day one. Back in 1950s, personal development legend Earl Nightingale had a radio show in Chicago. Night after night he would share his wisdom about life and business. In a classic compilation of some of those radio shows (“the Essence of Success”), Earl wrote about how to be a great communicator. He said that, “To be a great presenter you must be interesting. You must capture your audience’s attention”. He went on to share the following humorous story to make his point…
“A little boy came tearfully to his father one afternoon holding out his palms. In his cupped hands was his pet turtle Herkimer. The turtle was inert, not moving… “Herkimer is dead daddy”,he sobbed. “He died! I’m so sad”. The father was very sympathetic and took Herkimer into his hands. “That’s such a shame Son, I know he was very special to you“. The boy was distraught and the tears continued to trickle down his young face. The father then made a suggestion… “I know what we could do Bobby, we could have a special funeral for Herkimer! We could invite all your friends and have a ceremony in the backyard. We could tell stories about Herkimer and then we could dig a little hole and put Herkimer in a little box and bury him under the big tree… you know the one with the swing. You could say a few words about Herkimer and let everyone enjoy the ceremony. We could even play some games and have some cake and ice cream“. The little boy felt better right away it was at that point that a miracle happened. Herkimer started to move! The father then said, “Look Bobby he’s alive! Herkimer’s okay! The little boy took one look, had a puzzled expression on his face and then blurted out… “Let’s kill him!”
Here is your ACTION STEP... now that’s funny! [Read more…] about Tell to Win in Sales