SETTING THE SALES THEME IN THE CALL

As a salesperson, you may choose not go through each of the sales steps required during a presentation, but you decide at the time to suspend the stages of the sale in order to ensure success on the day. It’s the same process professional sellers use in order not to play their “trump card” too early, or to openly divulge where they intend to take the sales call.

It’s at times like this that it may be beneficial to store your most powerful selling point, and move the sale into another direction. This is why Setting the Theme at the beginning of the selling process is so important. Once set, it then allows the seller the flexibility of resetting the theme as necessary.

As with most “rules” in sales, these too, can be “broken” subsequently allowing you to deviate from the basic sales structure when you feel is critical to do that. This is where experience becomes your guide-line. For instance, if your prospect is ready to buy at the beginning of the call, or at any time during the presentation, close the sale there and then, don’t loiter, just close!

However, my experiences over the years have been that when this happens, I go back to the presentation (the way I had prepared it initially) and simply convert the presentation into a demonstration of “how to” benefits or “did you know this about the product/service you just invested in?”

Here are some ideas you can use for this purpose:

THE ASSOCIATION STATEMENT

“We’ve been helping companies like yours save time and money for a number of years, let me explain to you how we do this”

THE PEOPLE MOTIVATION STATEMENT

“How important is it to you to keep your Sales Staff motivated? Good, now let me share some of the proven methods used by many of the Fortune 500 companies.”

THE DIRECT COST HIT

“Does the idea of cutting costs in your Production Department appeal to you?”

THE WE MUST BE REALLY SPECIAL STATEMENT

“In the past six months we’ve been featured in the ABC magazine, and the EXTRA newspaper did these articles on us as well. Now let me show you why we’re getting all this free publicity.”

WE TREAT YOUR MONEY AS IF IT WERE OWN

“Thank you taking the time to investigate what we have to offer. As I mentioned over the phone, Mr __________, the area we specialise in is to maximise the Marketing and Promotional activities of your business to local business within a 10 kilometre radius.”

“Our main focus is small to medium sized businesses, just like yours, and I would like to add, we treat our clients marketing dollars as if they were our own.”

HERE ARE A FEW OTHER SHORTER LINES YOU COULD TRY

“I believe I can provide you with some important information that I’m sure will impact your business.”
“I’ve been considering what you do and believe we have a solution for you.”
“I think I may have the answer to your question, but need to check with the office first, may I use your phone?”
“I can see three specific areas our products/services add value to your business. Would you mind if I called my office to confirm what I’m thinking, because I believe we can do business today if I’m right.”

#SettingTheSalesTheme, #PeterCollinsArticles, #Statement, #AssociationStatement, #PeopleMotivationStatement, #MotivationStatement, #DirectCostHit, #WeMustBeReallySpecial, #ReallySpecial, #YourMoneyAsOurOwn, #ShorterLinesToTry, #PeterCollins, #Sales, #Selling, #Closing, #PeterCollinsArticles, #SalesTraining, #PeterCollinsProfitMaker, #PeterCollinsProfitMakerSales, #profitmakersales.com,

This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

Setting the Sales Theme in the Call

SETTING THE SALES THEME IN THE CALL

THE ASSOCIATION STATEMENT

THE PEOPLE MOTIVATION STATEMENT

THE DIRECT COST HIT

THE WE MUST BE REALLY SPECIAL STATEMENT

WE TREAT YOUR MONEY AS IF IT WERE OWN

HERE ARE A FEW OTHER SHORTER LINES YOU COULD TRY

OTHER LINKS

Link to this post:

Body Language for Busy People

QUICK LINKS

ALL BOOKS

SERVICES

QUOTES