THESE TWO PHRASES COMBINED CLOSE MORE SALES

This is a process that works equally as well whether your verifying information, or obtaining more vital information, or working at closing the sale. But when this technique is being applied, it is of extreme importance you tell your prospects the benefits of answering your questions.

PHRASE NUMBER ONE

Here’s an example of how to use it.

The technique used here is simple, you simply ask, “Do you mind if I ask you a few questions?”

Here is phrase number one …

“DO YOU MIND IF I ASK YOU A FEW QUESTIONS?”

Seller: “Let me say Harry, you sure know your vans. This model is the top of the line for that year and as you’ve pointed out, comes with more features than some of the later models. Now what we’ve managed to do is to incorporate some modifications to the motor and gear-box which has helped save many people unnecessary loss of income. We might be able to do the same thing for you.”

The Seller should now pause, look the prospect in the eye and simply ask, “So do you mind if I ask you a few questions?”

Buyer: “No – not at all”

Seller: “What kilometres do you expect to travel over a year?”

Buyer: “Oh perhaps around 80 to 100,000 a year.”

Seller: “And your payload?”

Buyer: “Oh, around ½ a ton up to 1 ½ tons.”

Seller: “And you would expect how much down time due to servicing, repairs and maintenance?”

Buyer: “As little as possible.”

Seller: “So why is that important to you?”

Buyer: “Oh, because this will be the only van I’ll own for the first six months and I would prefer to use it as much as I can.”

PHRASE NUMBER TWO

The add on technique used here is simple, you simply ask, “So why is that important to you?”

Here’s an example of how to use the second phrase …

“WHY IS THAT IMPORTANT TO YOU?”

Just as the previous example concluded with the seller asking, “So why is that important to you?” Each questioning process should conclude with that one simple phrase.

Let’s again revisit that conclusion to the at last questioning process …

Seller: “So why is that important to you?”

Buyer: “Oh, because this will be the only van I’ll own for the first six months and I would prefer to use it as much as I can.”

HERE ARE THE TWO PHRASES COMBINED

Here’s an example of how to use the two phrases combined …

SO LET’S APPLY THE TWO PROCESSES IN A DIFFERENT SCENARIO

Seller: “Let me say Fred, you sure know your business. This model is the top of the line for that year and as you’ve pointed out, comes with more features than some of the later models. Now what we’ve managed to do is to incorporate some modifications to the manner in which it’s used, which has helped save many people unnecessary loss of income. We might be able to do the same thing for you.”

The Seller should now pause, look the prospect in the eye and simply ask, “So do you mind if I ask you a few questions?”

Buyer: “No – not at all”

Seller: “What hours do you expect to work this one machine over a year?”

Buyer: “Oh perhaps around 60 to 80 hours a week over two shifts.”

Seller: “And your energy payload would be?”

Buyer: “Oh, around twice that my other machinery costs me in the same production line.”

Seller: “And you would expect how much down time due to servicing, repairs and maintenance?”

Buyer: “As little as possible.”

Seller: “So why is that important to you?”

Buyer: “Oh, because this will be the primary machine I would expect to use to ensure the production line works at its optimum, and for that reason it is vital I use it as much as I can.”

AS YOU SEE, THOSE TWO PHRASES COMBINED ARE A REALLY POWERFUL SALES TOOL

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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.

These Two Phrases Combined Close More Sales

THESE TWO PHRASES COMBINED CLOSE MORE SALES

PHRASE NUMBER ONE

“DO YOU MIND IF I ASK YOU A FEW QUESTIONS?”

PHRASE NUMBER TWO

“WHY IS THAT IMPORTANT TO YOU?”

HERE ARE THE TWO PHRASES COMBINED

SO LET’S APPLY THE TWO PROCESSES IN A DIFFERENT SCENARIO

AS YOU SEE, THOSE TWO PHRASES COMBINED ARE A REALLY POWERFUL SALES TOOL

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