USE THESE SET UP LINES EARLY IN THE SALES CALL
The purpose of this sector is to get you to appreciate that you have to get your prospects involved early in the presentation, or you could risk losing them, or a fate just as bad, by having the meeting cut short on you. And that’s one thing average sales people tend not to understand, no matter how often it has happened to them, that many of their calls were cut short by the prospect who was able to use a variety of techniques the seller was not aware of.
In every sale there is a buyer and a seller. It’s that simple. If you sell your product or service, you’re the seller. If you don’t sell your product or service, chances are you were sold by the buyer.
If you don’t believe me, then take the time out to talk to anyone who says they came “so close to making the sale.” They will be quick to tell you had it not been for the company budget; the fact that we called on them a year too late; the equipment did not suit their office; they no longer support their staff get-together’s the way they used to and a host of other stories every sales manager I know has heard countless times. But the fact remains, someone did the selling, and if you didn’t get the order, they did the selling.
Here are some ideas you can work with:
I ONLY WANT TO TELL YOU WHY OTHERS BUY
“Mr and Mrs ________, my name is ______ _______. May I call you John and Susan? You know I make my living from selling products and you know I’m here tonight to interest you in the product I’ve come to show you.”
“Well, I’ll tell you what I’m going to do. I’d like to make an agreement with you from the very start and I’m sure you’ll accept my suggestion.”
“I’m not going to try and sell you anything, I promise. All I’m going to do is tell you why other people bought. If it makes sense to you and you like it, or you think its advantageous to you and your ________, and it fits into your budget, then try it, or you don’t think its a good product for your family, or it doesn’t fit into your budget at this time, then don’t buy it. Now is that fair enough?”
“Mr Prospect, before I begin to present my product, let me say something. This may sound a little funny to you, but did you know we could sell this product to every person we talked to, I mean every single one, if it weren’t for three things . . .
some people don’t understand what we’re doing;
some people don’t believe what we’re doing and
some people just can’t afford it.
And that’s it – we would sell this product to everybody if it wasn’t for those three things.”
“What I’m going to do Mr Prospect, is simply tell you what we’ve got and give you the very basics – not a big sales presentation or anything. In fact, I’m going to give you the best deal I can without you asking for it, and I’m going to get it to you for the best price I can. Is that fair enough?”
OUTDATED SELLING LINES JUST DON’T “CUT IT” ANY MORE IN A MODERN AND FASTER PACED BUSINESS WORLD
Here’s a prime example of what’s no longer an acceptable selling statement to make, “I’d like to spend 30 minutes with you to learn about your business.”
Back in the ’70’s, this may have been an acceptable thing to say early in the call. It worked then, but won’t work for you today. Today everybody would like to spend thirty minutes to learn about the client’s business. But they forget that prospects don’t have that much time to talk about their business. However, the professional salesperson is not concerned by that one fact. Simply because they understand that whatever tactic got them into the call even one or two years ago, is not the same process that will keep them there.
No, today’s top salespeople understand that they have to be better prepared the minute they walk through the front door. That’s why they send far more time than they used to, to do their homework first.
#SetUpSalesLines, #Sales, #Selling, #Closing, #PeterCollinsArticles, #SalesTraining, #Success, #CreateLastingSuccess, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #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.
© 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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