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If you don’t ask for the order, you won’t make the sale That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
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If you don’t ask for the order, you won’t make the sale That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
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Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets. The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
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THE NEED FOR A SALES PROCESS PROBLEM The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts. DIAGNOSIS The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer? Fact: 82% of salespeople fail to differentiate Result: They lose the business, fail to sell value Fact: 86% of salespeople ask the wrong questions. Result: They miss selling opportunities and end up wasting time while appearing unprofessional. Fact: Only 18% of salespeople close without discounting price. Result: Discounting becomes a habit and profit margins are eroded. Fact: 95% of customers say salespeople talk too much. Result: Customers are bored and feel salespeople don’t care about understanding their problems. Fact: 62% of salespeople do not earn the right to ask questions. Result: They fail to position the sale properly and don’t gain commitment. Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system. Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers. SOLUTION 1. Stop assuming that your prospect needs what you’re selling. 2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve. 3. Learn a sales process to help you stay in control of the sales interview.
The Sales Process from A to Z
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