The effectiveness of closing sales.
Written by: Jose Colon Berlingeri.
Published in Journal On Rise November 2008 edition.
can read other interesting articles by accessing the following link:
http://enascensopr.com/IMAGES/PDF% 20revistas/revistanoviembre% 2008.pdf
Whenever I offer a seminar sales frequently asked questions relate to the objections and closing. My answer is that closing sales is a matter of statistics, to more effective presentations to qualified prospects the higher the number of closures, simple, do not you think? Of course, a sales professional must take into account the basic factors prospectaje process, approach and presentation, then work effectively with objections and achieve closure. Prospects must have been designed and pre-qualified in accordance with the product he intends to present. Sometimes we invest time introducing him to someone who can not final decision or does not belong to our target market, for example.
should be studied in advance every word in a sales presentation can not talk nonsense, should be short and concise. It must be concluded with the solution we are providing and to emphasize the cost effectiveness of the product or service, above all kept constant and kindly sign at closing. Many sellers find their Achilles heel at the moment, is when you need to demonstrate safety and excitement. The closure has to act upon the client the satisfaction of having taken a right decision and will only be achieved if we project total security us and the benefits of our product. They may have objections and / or resistance but could be very little or weak if the presentation is well done.
Some sellers take the negative news about the economy to justify the low average of closures, said: "The pineapple is sour" Truth pineapple has never been so sweet, it tastes sour and is which makes it great. While it is true that revenues remain the same while prices rise, it is also true that we still need and buying. Times "bad" is full of opportunities for the brave, willing to work harder everyday, if that's not your attitude is really sure as they pass by your side many successful salespeople who decided to taste the pineapple.
In short, probably close many more sales of which are proposed to take the following steps:
"When you order your mind, you control your world. When you select your thoughts, you choose the outcome." Imelda Shanklin
Published in Journal On Rise November 2008 edition.
can read other interesting articles by accessing the following link:
http://enascensopr.com/IMAGES/PDF% 20revistas/revistanoviembre% 2008.pdf
Whenever I offer a seminar sales frequently asked questions relate to the objections and closing. My answer is that closing sales is a matter of statistics, to more effective presentations to qualified prospects the higher the number of closures, simple, do not you think? Of course, a sales professional must take into account the basic factors prospectaje process, approach and presentation, then work effectively with objections and achieve closure. Prospects must have been designed and pre-qualified in accordance with the product he intends to present. Sometimes we invest time introducing him to someone who can not final decision or does not belong to our target market, for example.
should be studied in advance every word in a sales presentation can not talk nonsense, should be short and concise. It must be concluded with the solution we are providing and to emphasize the cost effectiveness of the product or service, above all kept constant and kindly sign at closing. Many sellers find their Achilles heel at the moment, is when you need to demonstrate safety and excitement. The closure has to act upon the client the satisfaction of having taken a right decision and will only be achieved if we project total security us and the benefits of our product. They may have objections and / or resistance but could be very little or weak if the presentation is well done.
Some sellers take the negative news about the economy to justify the low average of closures, said: "The pineapple is sour" Truth pineapple has never been so sweet, it tastes sour and is which makes it great. While it is true that revenues remain the same while prices rise, it is also true that we still need and buying. Times "bad" is full of opportunities for the brave, willing to work harder everyday, if that's not your attitude is really sure as they pass by your side many successful salespeople who decided to taste the pineapple.
In short, probably close many more sales of which are proposed to take the following steps:
- Prepare and rehearse a good presentation in line with the prospect's needs
- Visiting a large number of pre-qualified prospects
Keep - an optimistic attitude
- Overcoming fear
NW
"When you order your mind, you control your world. When you select your thoughts, you choose the outcome." Imelda Shanklin
