I am giving away my secrets. It isn't often that a publisher can honestly say that the book he is introducing is the best one on a particular topic that he has ever read. As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals.
This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. In this book you'll learn the best selling techniques and psychological strategies to close the sale every time. Grikscheit, Harold C. Cash, Clifford E. Bibliography Chapter One. Focus on how your product will help her. Close Effectively By the time you arrive at the close of your presentation, you should have prepared your prospect to be receptive to your request for the sale by setting up her expectations with a strong opening and by increasing her desire with a focus on benefits.
A few guidelines that can help you seal the deal are: Close with a hot-button issue: The hot-button issue is the key benefit that your customer cares about most. Once you know her hot-button issue, continue to press it, over and over. Make the entire decision revolve around that issue. Would this be important to you? Wear professional clothing and a business-appropriate hairstyle. Be energetic: Have good posture, walk confidently, and greet your prospect with a firm handshake.
Ask expert questions: Questions allow you to position yourself as a professional expert. This decreases her sales resistance and skepticism. Simply getting a person to change her posture can change her mood. For example, if her arms are crossed, hand her something to get her to uncross them. Meet in a quiet place to minimize interruptions. Avoid having a physical barrier between you, such as a desk or table.
The Psychology Of Selling Pdf free. Get specific and do a full analysis: Study your product: What are the five to 10 best features of your product? Why does a customer buy your product? Study your customers: What qualities does your ideal customer have? What qualities do most of your existing customers have? What changes are happening in your field at the moment? Study your competitors: Who are your primary and secondary competitors?
Strategic Selling Improve your creativity by thinking strategically. Use these techniques as a framework within which you can get creative: Specialization: When you specialize, you focus on servicing a narrow customer segment. Get creative: Is there an underserved market you can enter? Get creative: How might you position a benefit so that it makes your product more special than another? Get creative: Who are some customers within your area of specialization that competitors might overlook?
Concentration: Successful salespeople focus on the prospects and customers who have the most potential.
Get creative: How can you turn a valuable customer into an extremely valuable one? Thank the prospect for his time, and repeat the date and time of the appointment. List five factors that must be apparent to a prospect before he will listen to your presentation.
List several ways in which you could improve your voice, appearance and attitude to create a better selling environment. Do I use different presentations for each buyer them in person is ask them an opening question. The personality type? The purpose of 2. What is my dominant personality style? Do I talk to customers in terms of their interests discover the key reasons why he might buy.
Is my presentation carefully planned in a step-by- The planned presentation is 20 times more powerful step, logical sequence? All top money earners 5. During my presentation, do I keep my prospect use a planned presentation. After your opening involved so he stays attentive? Am I using enough visual aids during my to show the prospect what your product does and what presentation? You without interruption. All I ask is that you look at what I you can help this prospect get something he or she have to show you openly and honestly and determine needs.
And tell me prospect give a firm answer. This close starts with a strong suggestion close, you use vivid, emotional, imaginative question aimed at the chief result or benefit that the images to influence the buying decision. Create vivid, customer or prospect would enjoy, should he buy your colorful pictures, as though the person were already product.
There are several buyer personality types. Analytical buyers care only about the details. They want to know about every single nut and bolt. The entrepreneurial, practical, task-focused buyer is very direct and wants practical results. List some of your customers who fall into each of the buying personality types: apathetic, self- actualizing, analytical, emotional, and practical. List three ways in which you could improve your listening skills.
Write two open-ended and two close-ended questions you could ask a prospect about his needs in relationship to your product. Another obstacle is the fear of failure on the part of the customer, including fear of purchasing the 2. Do I plan detailed, word-for-word closings in wrong article or paying too much. Do I understand how emotional and stressful a Never tell the prospect he is wrong or argue with him.
Do I argue with prospects and tell them why they a personal nature, religion, politics, labor unions, are wrong? Do I make promises about the product that I competition. Do I express my opinions about religion or politics or discuss personal problems with Negative prejudgment — deciding in advance that the customers? Nothing will kill a sale faster than lack of enthusiasm. Very often we find that we and our customers get onto Closing is the part that we, as salespeople, hate, and it is different wavelengths.
Instead of losing the customer for also the part that the customer hates. We have an your company, have somebody else in your company obligation to our client to go smoothly through the call on him. Plan your close in detail, and then build your sales presentation on top of it. There are several major requirements for closing.
You must be positive, enthusiastic, and eager to close the sale. The customer must understand what you are offering and must understand the value of what you are offering to him. The customer must believe you and your company. He must trust you, and there must be a degree of rapport and friendship. The customer must desire to enjoy the advantage of the offer. The only pressure that you use in a professional selling presentation is the pressure of silence after the closing question.
We must recognize common buying signals. The customer may begin talking faster or brighten up or ask about price or delivery. Any change in attitude, posture, voice or behavior could indicate that a buying decision is near. Ask a closing question whenever you see the person beginning to change demeanor. List any aspects of closing that may be difficult for you, and explain how you might overcome the problem.
Explain how you overcome your fear of rejection. For unspoken 1. Do I understand the difference between a buying objections, let the customer talk more. Sometimes objection and a condition that makes it people have excuses — these are best put off until later. Whenever a person requests information, 2. Do I listen to objections respectfully and ask for welcome the objection, compliment him on it, thank elaboration? Subjective 3. Do I talk too much about myself or my company? Have I been successful in knowing when and how You can use the just-suppose close when the person is to use the sharp-angle, or porcupine, close?
Do I know how and when to use the instant- should or not. There are no sales without objections. The best way to respond to objections is to take every objection and You have to keep asking questions against objections, interpret it as a question requesting more information. The law of six simply says that there are basically six objections to buying your product or service. For us to sell effectively, we have to determine the six major objections to buying our product and the logical answer to each of them.
There are several ways to handle objections professionally. Determine whether or not it is a condition — a specific reason why the person absolutely cannot go ahead. Hear the question out, pause before replying, and then answer it carefully and respectfully.
Many of our happiest clients felt the same way at one time. But this is what they found. Provide evidence or proof, such as testimonial letters. List the six objections to buying your product that you frequently encounter.
What is your answer to each of the objections you listed above? List three recent occasions when you used the just-suppose or assumption close. Always concentrate on the value he receives, not on the money you receive. Always justify the price with 2. What is the customer really saying when he says sound reasons. Never discuss price without mentioning the price is too high? Compare the price 3. Do I argue with the prospect about the price of to more expensive articles.
Stretch the price over the life my product? Have I carefully planned the point in my sales presentation at which I will mention price? There are methods for handling other types of price and 5. Do I always mention value and benefits when money objections. What keeps procrastinating? The questions start from tell him there are very good reasons for that price and the most general and then go down to the most specific. Virtually all decision, the end-of-the-trail close, or the sudden-death life insurance, professional products, educational close, can be useful.
In 60 percent of cases, the person will sign. The invitational close is very important. At the end of a sales presentation, you should issue a direct or an indirect invitation to buy. The reason for this is the law of the excluded alternative: Because we have a limited amount of money, whenever we buy anything, it eliminates all the other things we could buy with that money. Willingness to pay and ability to pay are two different things. Try Yumpu.
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