TOP PROFESSIONALS UNDERSTAND CLOSING IS NOT AN END EVENT
Professional sellers understand that closing the sale is not a series of formulas that make the prospect want to buy at the end of a carefully crafted presentation.
Quite the contrary, they appreciate that the closing process begins at the beginning of the sale – in fact, the minute they open their mouth with a hello.
Their selling is careful, calculated and heavily rehearsed, to which they apply multiple selling strategies with lots of great, common sense ideas. All of which are consistent with what the majority of the best sales experts have been promoting in the newer selling sales programs incorporating valuable data top end professionals find both easy to understand and apply.
Why is it easier for this group to find both easy to understand and apply this new information? Simply because they are the ones that take the time and trouble to evaluate what is provided to them, then adapt it to their product or service, rehearse it until it flows easily and then apply it to their presentations as if it was a vital part of their every day business conversation. In other words, they are the ones that will take the time and trouble to do what the average sales person won’t do. That’s why they are at the top of their profession and earn the money they do.
PROFESSIONALS DO NOT CONCENTRATE ON “THE CLOSE” ALONE
To todays top professional salespeople closing is the natural culmination of the sales process. They are the ones that understand that if they place all of their emphasis on closing only (while neglecting the more important parts of the sale like questioning) they will alienate the people they are selling to.
Top professionals understand fully about the attitude of asking, as opposed to the memorization of stringent techniques, simply because they know if they are great at asking in a conversational way, they will be naturally good at selling.
PROFESSIONALS UNDERSTAND HOW TO ASK FOR THE ORDER
On further analysis, today’s top professionals understand people buy for one reason more than any other reason. Yep, just the one reason. And do you know what that reason is? No, neither do I. But it’s easy to find out. The true professional knows HOW. He or she is aware that all they have to do is ask. That’s right. Just ask.
Here’s an idea. Do what the professional would do. Ask they way they would, and simply say, “It has been my experience that people buy for one reason more than any other reason, what will be the one reason that will cause you either to buy or not to buy from me today?”
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