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Closing

Asking for the business without being perceived as aggressive

There were 6 articles found in this category:

Now Commitment
More clients will say yes if we ask the right way. If we have done a great job with our prospect and we have already: INTERVIEWED the customer and know their lifestyle, needs and Dominant Buying Motive. SELECTED the right product to meet those needs. PRESENTED the Features Advantages, and perso ...
Don't Try So Hard - Make More Sales
Here's one thing you can do that will guarantee poor sales performance: try really hard to get the sale. Yes, you heard right. Try really hard to get the sale and you will decrease your chances of getting the sale. Here is the explanation: When sales people try too hard to get the sale – ...
Let them know what's coming
Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objections at the meet and greet that we have come to expect like: "just looking" or "this is the first plac ...
I just want to think about it
Don't you just cringe when you hear those words? Don't they always seem to come after you have spent over an hour with your customers? After you have worked hard to establish common ground, got to know their needs and wants, shown them a vehicle that meets those needs perfectly, and helped them ...
Shelving the price issue
A common complaint we hear from salespeople goes something like this: "Why is it that practically the first thing out of a new prospect's mouth is a price question? We barely get into introducing ourselves and they want to know what the best price is on the red one." It's true, early price ques ...
To pause or not to pause?
Mastering the art of pausing can be a powerful tool in the sales process. There is however, a time to pause, and a time not to pause. A time to pause… The pause can be used most effectively by a sales person after they ask a client a question. Obviously, the idea behind asking any questio ...