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We would rather end our presentation on a happy, upbeat note, and leave the ball in our customers court. Ask yourself this question: Would Michael Jordan leave the ball in the opposing teams court, or would he take the ball to the hoop? You should be doing the same thing at the end of every sales presentation, take the ball to the hoop, except in your case, ask for the business and close the deal. One of the best techniques for doing this is by asking leading questions. Here are a few examples Article: Many times in the process of making a sales presentation to a potential client, we will innovate down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on the presentation they just heard. Unfortunately, it does not work that way. Simply explaining your product is not enough. To many times we are satisfied with our presentation of the product that we forget our number one goal. lapse the deal! Customers will get up from your desk, or hang up the phone, parting with statements such as, that sounds great! Let me think near at hand it, or let me discuss it with my spouse and get back to you. The number one reason we do not ask for the performing is the fear of rejection. We would rather end our presentation on a happy, upbeat note, and leave the ball in our customers court. Ask yourself this question: Would Michael Jordan leave the ball in the opposing teams court, or would he take the ball to the hoop? You should be doing the same thing at the end of every sales presentation, take the ball to the hoop, except in your case, ask for the lookout and under wraps the deal. One of the best techniques for doing this is by suit leading questions. Here are a few examples of leading questions: How anyhow we open an allow for for you right now? Why don’t we take a minute and get you started? What do you say I go foremost and order an appraising right now? A leading question primarily leads the customer in the direction you want to go with them, if they weren’t interested in your product, you would never have gotten to this point. It is just following through with everything you just explained to them. They are most likely going to sing in chorus with you and buy your product as the information is fresh in their mind. The minute they leave your office, or get off the phone, your mummery card is left in their pocket all but forgotten, headed toward a wash cycle, or the napkin they wrote your number on is headed for the trash. Out of sight, out of mind! So strike while the iron is hot! Get their engagement while they are in front of you, as things go they may never be in front of you again! Starting A Child Daycare. - Complete business package to help you easily and quickly start your own profitable home-based day care business! Federal Grants! - Free Government Money! - FederalGrantSource.com free government money, business grants and cash grants directory. We guarantee results! Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
More Articles:1. Sales and the Importance of Following Up By Halstatt Pires Summary: There is a great variety of software to help you get your lead management in order, but all lead management software is not created equal. A good scheduling tool is also a great asset to lead management software.Follow Up and ConsistencyOnce you have contacted your lead, make sure to let them know when you will follow up again and follow through. Using the right lead management software can make the task of following up a breeze. Artic… 2. What Motivates You To Buy? By Teri Samuels Summary: Sell from the BUYER'S perspective and you have the Promise of more sales.What was important to YOU in the BUYING process?Affordability ' not to be confused with 'I don't have the money to buy this' but rather 'I don't see the value, therefore I can't seem to find the money to afford it'.Variety. One size does not fit all.Timing. Is there ever a better time than NOW?… 3. How to Sell in Tough Times Summary:Do I have any specific thoughts about selling when times are tough? If you are the type of person who takes 'No' as a personal affront to your very worth, selling will be an exquisitely painful process to you and most people, sensitive or not, will avoid pain at all costs. Many people have wonderful people skills and are natural persuaders, but as long as they continue to equate their self worth with whether or not everybody wants to buy … 4. Stuff We Make Up About Our Prospects By Wendy Weiss Summary: ''Go through the 'no's' to get to 'yes.' ''It takes X number of 'no's' to get 1 'yes.' ''Every 'no' brings you closer to 'yes.' I've heard these statements in so many sales training courses and read them in so many sales books. Frequently, the two have nothing in common!' Learning to hear what your prospect is actually saying versus what you make up they are saying will result iArticle: • Go through the “no’s” to get to “yes.” • … |