Use Easily Answered Questions
Over the years I have met so many people in sales who worry that they get their prospects to, what they refer to as, “The Formal Close,” and then get worried that their prospects won’t buy, or stall things, or want to think about it, or even tell them that they will call them back. Whatever the reason, so many rookie or timid sellers fear this point.
Now remember when you fear something, your prospects will also generally feel that there is something wrong and this may be the reason that they bring up those feared ‘stall tactics.’
For this reason I have added this example. The next time you are at this point in your presentation, take the agreement or contract slowly out of your briefcase, and just casually start asking easily answered questions, and as they answer, write the answer down on your order pad.
Here are a few examples:
- “What’s today’s date?”
If they answer, assume that they are willing to move forward. Then simply go onto the next question and the next.
- “It’s John and Mary, now help me, how do you spell your surname?”
- “The suburb here is?
- “And your best phone contact is?”
Write each down on the order pad and then slide the pad across in front of them and ask then to check that the information is correct. And if it is, ask them to authorize the paperwork.
Interview – An Important Matter
Among the greatest failings of non-professional salespeople is to treat each presentation as routine; a carbon copy of the previous one; and extremely matter of fact. On the other hand, the prospect will too treat the presentation in the same manner as routine and matter of fact. Because of this neither benefits, with the prospect usually avoiding any further dealings with that salesperson, company or product.
The truly professional salesperson treats every presentation as a very important matter indeed. Every case is taken to present his or her product in the best light possible. Every document is carefully planned and professionally compiled – at the presentation – always professionally presented with meticulous precision even down to the minutes detail.
Its the professional approach that stands out. Its that which catches the attention of the prospect. Is the same detail that impresses the prospect so much, the prospect feels that the one item or service will give the prospect good value for money spent. And very few people buy on price alone – especially in business. They insist on value for money, professionalism and the knowledge that they have been looked after by the salesperson as professionally as they would look after that matter themselves.
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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.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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