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Mr. Business Cat
Can't Close that Sale - Tips Techniques & Advice on how to make a sale
Posted 11th November 2010 at 08:22 AM by Rus Sells
Tags closing, sales, sales tips, techniques
In this post I am going to touch briefly on a couple of things I have learned over the last 20 years that I have been in sales.
Most of my sales career has been face to face, where I meet with the decision makers, so my points are not theory but based on actual interaction and experience with people.
How to Make the Sale
Selling is not all about product knowledge and more about understanding people. Understanding their motives, fears, and expectations are just a few of the things a sales person needs to understand.
Many prospects don't know how to say, Yes I want to sign your contract and give you a check right now. Even if they want to! They usually end up saying something like, "Well what do I do now?" or "Whats next?"
These statements are what I like to refer to as code. Code for Yes! Code for I am sold. But many times we don't pick up these clues or code if you will because we are programmed the same way every one else is.
Its not socially acceptable per say to jump all over a product or service that some one is pitching you by saying, I want to sign your contract and give you my money, so we use code. Learn to listen to the code and your way ahead of the game and will make the sale.
When closing the Sale do this one important thing.
Well, more like never do this one thing. Never give your prospect a blank copy of your agreement or service contract when its time to go over it with them. Just don't do it!
Instead pull out a copy of another clients signed contract that is perhaps dated a few month old or even a year old.
This is the one you want your prospect holding while you go over which services your are going to perform.
Even though you have made the sale you haven't really made the sale until the agreement is signed and you have a check.
Blank contracts have a way of messing with peoples minds, they get nervous or worried and sometimes start asking questions or back out all together.
Having them hold an agreement that is already signed by some one else is disarming, comforting, and prevents anxiety. You should be holding the blank agreement that they will end up signing not them.
I hope these two simple tips help you close more sales!
Russ Hayes
CloseAnyOne.com
Most of my sales career has been face to face, where I meet with the decision makers, so my points are not theory but based on actual interaction and experience with people.
How to Make the Sale
Selling is not all about product knowledge and more about understanding people. Understanding their motives, fears, and expectations are just a few of the things a sales person needs to understand.
Many prospects don't know how to say, Yes I want to sign your contract and give you a check right now. Even if they want to! They usually end up saying something like, "Well what do I do now?" or "Whats next?"
These statements are what I like to refer to as code. Code for Yes! Code for I am sold. But many times we don't pick up these clues or code if you will because we are programmed the same way every one else is.
Its not socially acceptable per say to jump all over a product or service that some one is pitching you by saying, I want to sign your contract and give you my money, so we use code. Learn to listen to the code and your way ahead of the game and will make the sale.
When closing the Sale do this one important thing.
Well, more like never do this one thing. Never give your prospect a blank copy of your agreement or service contract when its time to go over it with them. Just don't do it!
Instead pull out a copy of another clients signed contract that is perhaps dated a few month old or even a year old.
This is the one you want your prospect holding while you go over which services your are going to perform.
Even though you have made the sale you haven't really made the sale until the agreement is signed and you have a check.
Blank contracts have a way of messing with peoples minds, they get nervous or worried and sometimes start asking questions or back out all together.
Having them hold an agreement that is already signed by some one else is disarming, comforting, and prevents anxiety. You should be holding the blank agreement that they will end up signing not them.
I hope these two simple tips help you close more sales!
Russ Hayes
CloseAnyOne.com
Total Comments 1
Comments
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This is some excellent information by the man. I can't wait to see the finished product!Posted 12th December 2010 at 02:05 PM by WarrenIndLLC
