Ready, Fire, Aim. You may succeed, but its principle use is as a trial close. Drawback: if they are not ready, reasons NOT TO BUY will get into their mind before you’ve sold them on the Benefits OF buying. Drawback #2: could communicate lack of caring about their needs 2. Verify needs as discussed, and how each Benefit addresses those. Creates clarity in Buyer’s mind and positive momentum. 3. When using a “T” to list pros & cons, you try to get all the Key Issues on the table. Then, when you are both exhausted, ask: “Which course makes sense to you?” Only use when you know the list of pros is longer than the cons, or that one pro is dazzling 4. Shows sensitivity, but be cautious. When they resist answering, it may be that TRUST isn’t there & they want to let you down easy.
5. Getting them to choose between YOUR alternatives helps them to decide and gets you closer to the Close. 6. There are almost as many closing techniques as there are sales managers. Listen to wise advice. Bad salespeople can keep a job if they are selling strong products. Try to NEVER do anything to lose Trust. It’s the most valuable thing you possess.
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Pages 327-328 Maintain proper perspective “No” may mean “Not yet” Expect multiple calls to get Sale (6 drips) Have a clear Objective and a Secondary Goal for each call 2. Recommend other sources Build TRUST by suggesting a competitor who better meets their immediate needs Earning #2 slot is a solid place to develop new business 3. Good manners are important Pleasant persistence is respected Articles of interest and notes about relevant news remind them that you cared enough to learn their needs and interests
Page 328 The SALES CALL really is like a JOB INTERVIEW in many ways. How you wrap up says a lot about your discipline and professionalism. 1.
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