How Silence Can help You Close More SalesGet Boost Sales on boost-sales.net. How Silence Can help You Close More Sales topic will increase your understanding on Boost Sales. We at boost-sales.net only provide news, articles, information in Boost Sales. Boost Sales at boost-sales.net provides the most up to date news and articles. If you have questions please do not hesitate to contact us.
Are you giving your clients the solution before you really understand the problem? When you do the talking, you are inhibiting your prospects and clients from wanting to talk. What is the financial impact of this problem?' Next time you are in a sales situation and you are trying to understand the customer's motivations, concerns, problems, pains and challenges, pretend what they are saying will be on a test. Article: Silence is Golden Want to slender more sales? STOP TALKING!!!!! Think back to your high school and law school days. When your teacher or professor told you that whatever he/she was talking re was going to be on a test or quiz, did you listen more intently? Did you wakeup and start taking notes? Were you suddenly trying to dragnet as much information as possible? When you are on a sales call, it's not too much different than what was supposed to happen when you were in a academic environment. You were there to learn. You were there to obtain information. Your regular is meeting with you presumably inasmuch as they need help. Are you giving your clients the solution betimes you really understand the problem? Do you have a tendency to interrupt people and give them your ideas to the front they can complete a sentence? When you do the talking, you are inhibiting your prospects and clients from wanting to talk. Your job is not to dominate the conversation and give a lot of advice. Your job is to listen, and encourage your prospects to keep on talking. Your job is to help your customer solve a problem. Your job is to find the root of the problem and determine if your customer wants to fix it. You can't do that if you are dominating a conversation. Encourage your prospects and clients to do the majority of the talking. Use short statements and questions to encourage your prospects to continue giving you more information. Some examples are. 'Tell me more. Can you elaborate on that? Please go on. How long has this been a problem? Could you give me an example of that? How have you tried to fix the problem? What is the financial impact of this problem?' Next time you are in a sales situation and you are trying to understand the customer's motivations, concerns, problems, pains and challenges, pretend what they are saying will be on a test. Listen 70-80% of the time. Don't be too surprised if your last round ratio increases as your talking decreases. An 'A' on this test is a under wraps sale. B's and C's don't count. 'Only those who dare to fail greatly can ever polish off greatly' - Robert F. Kennedy Have a great week Please call me if I can help with any stage directions development and prospecting questions. Ken Ken Levine Impact plan Solutions, Inc. 508-845-8849 www.impactbussolutions.com
|
More Articles:1. How a Best Buy Sales Clerk taught Me the Simple 6 Step Formula for Closing ANY Sale Summary: I didn't really want a subscription to Sports Illustrated, but hey it was FREE so why not?Third: Smooth transition into her testimonial'Once she said that the subscription was something that she personally took advantage of herself I let guard went down. Hey, if I didn't want the subscription I now felt even less pressure because I knew exactly how to end it.Fifth: Additional Testimonials'Bang' Before I had a chance to think about whethe… 2. 10 High Impact Ways To Catapult Your Sales! Summary: Design your web site using professionalgraphics, ordering systems, organized layouts, etc.3. Use a lot of headlines on your web site and ezine.Some types of headlines are free offers, questions,problem solvers, sales, and statistics.8. Article:1. Give your prospects extra incentives so they willorder quicker. It could be free shipping, a fastershipping option, free gift wrapping, etc.2. Make your small specialization look big on the worl… 3. Sell YOU With Your Small Talk (Yes You Can) By Paul Barton Summary: Sadly, most people don't realize how important small talk is, nor do they try to do better.That's a shame, because anyone can easily develop great small talk skills.Just how important is small talk?A Stanford University School of Business study showed its impact on business success. This can cause others to think of you in positive ways:'Personal' friends or personal friends-to-be:'This is an interesting, entertaining and witty person --… 4. Before You Sell Do The Math By Jim Meisenheimer Summary: For example, if you're selling a product that has a list price of $795: Most salespeople would say - "If you order today I'll give you a 15% discount." Another option is to say - "If you order today you'll save $103." To the average person (not the person with the spreadsheet mentality) $103 sounds better than 15%. Article: This is an important and potentially profitable piece of advice. It goes like this - historically you ever pain… |