"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