"Have Prospects Close Themselves"

Great Salespeople have discovered…people buy for their own reasons. Prospects will always resist salespeople because people do not want to be sold. Canned “closes”, do not work either, "If I can get it for you at that price are you ready to buy" or “If I can show you a way” are examples of closing lines that prospects can see through.
The relationship between the salesperson and the prospect does not have to be adversarial. If you can get the prospect to tell you why they are talking to you, reflect back the prospect's statements as questions.
The prospect will often give you the opening you need to move toward closure. If we can keep quiet long enough, we just then need to reflect back the prospect’s statements. For example, if you asked a simple question like, “Why did you think of coming in today?”
Prospect: "I came in because I know you sell this brand."Salesperson: "That's interesting, why that brand?"Prospect: "Because my sister has one and it never breaks."Salesperson: Never breaks...why is that important to you?"Soon your prospect will be telling you all about the emotional buying reasons they have for spending the money.Ask better questions, listen, and “Have Prospects Close Themselves”. Think about this before your next sales call or ask for help from Sales Concepts at 440-575-7000

“Always Get A Decision”

We were recently reminded, by a client, of something we have known for years, “the longer it takes to get a decision, the less likely I am to make the sale”. Despite the fact we have said it over and over, it is amazing how easily we all forget this valuable lesson.

What is our job as a salesperson? Help prospects make a decision. That is it…not close, convince, persuade, or even go to the bank…just help them make a decision. How many more prospects and customers could you have if you no longer wasted time with those prospects who cannot ever decide? How often have you spent weeks or months working on an account, only to get passed over for a cheaper often inferior competitor?

Successful salespeople help prospects make decision by accepting either a yes or a no, and eliminating think-it-overs. Great salespeople have mastered the art of pushing prospects in the direction of no, to create more comfort, and reduce the pressure on a sales call. Help your prospects discover how much less pressure there is when we “Always Get A Decision”. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

"No Budget, No Sale

Most sales people wait to the end of their presentation to bring up money, if they talk about it at all. Unfortunately, your prospect is thinking, “I wonder how much all this is going to cost”, from the moment you walk in the door.

Why is that? For many people, money is one of the most important pieces when making a decision. Despite that fact most salespeople never talk about it, until it’s too late.

How much time would you save on unqualified prospects if you learned how to talk about money? Not just how much they would spend but where it was coming from and how you were going to get paid? Professionally trained sales people do it. They know how much money there is, what budget it is coming from, and who can sign the check…all before giving a presentation.

There is a system at work here. Remember, “No Budget, No Sale”, think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.