The Final Part of this Series......
Are YOU Really Prepared ?
11. Be well rested. Be punctual. Be focused without being charged with tons of coffee. You CAN relax; you DID your homework. This is the NEW you and you HAVE a NEW Mindset!. Your customers are part of the success that goes before you. You're ready!
12. During Your Presentation--Call Them by Name!
This sounds elementary BUT know their name, how to pronounce OR spell it. Use it often becasue it makes people FEEL special. Use their name a few times during your sales presentation. Don't go hog-wild. Get their full attention.
13. Can You Maintain -- the Environment?
Know your setting. Eliminate ALL distractions. Keep everything focused.
14. A Personal Note is a Friendly Opening
Open ALL sales processes on a personal note. Set the mood. Create a relaxed aura.
15. Verify WHO Makes the Decisions
We often make this very common mistake. Get in the habit of getting names early so you do not get this line... "I'll have to speak to Mary." Ask.
16. Educate the Customer about Delays!
Let ALL customers know that "you" know that delaying the decision process could cost the customer more time AND money. Tell them that you're working with them TO solve their problems, as best you can. You can make this their idea. Identify any major costs, hidden and obvious. Then explain that delaying a solution could cause more costs and time.
Then you'll set the stage for the close. NO high pressure. Bringing indicated costs of indecision into the open, sometimes tends to pop bust procrastination delays. Customers never want to be labeled as procrastinators.
17. Energy and Enthusiasm Count!
People really like to be inspired. They GEL with passionate people, They like high energy and positive attitudes. Inspire them and you will win points!
18. Emotion Sells.......Do You Have It ?
Customers are human, just like you. They decide on emotions then solidify the decisions with logic. This supports their hearts tell them is the right thing to do. Help them decide. Create a visual picture of how they will feel after they OWN your product. You can create this type of emotional experience for them.
19. Deliver YOUR Sales Presentation - READY? Go for it. Do it now.
Review......
Your product is unique because... YOUR product solves the problems of ... The Benefits of your product are ...The VALUE that will be created is ..Ask a closing question and..
Closing the Presentation
20. Ask your Closing Question then Zip Your Lips...... This is "THE" .... Moment of Truth.
After you ask the closing question, the first one to talk usually looses. KEEP your mouth closed and let that awful silence hang! JUST wait! Real sales pros knows it. No joke.. Ask the question and be quiet. The customer will do one of two things: Say yes and then YOU move in to confirm. (or they will give you an objection AND you're prepared.) SEE....you're already getting good at this stuff, aren't you?
Here's a Few Classic Closing Questions:
The Forced Choice.....
*** "Which would you prefer, the Monthly or Annual Package that comes with the $1,000 Dollar Bonus Pack?"
The Order Form Clarification
*** "I'm glad we can help you with this, we should send it to this address, correct? Or, "your last name is spelled XYZ, correct?"
21. Overcome FINAL Objections
Answer Objections --- Close Again!
After you popped the closing question and you waited out that silent period of time, you could hear something like: "I'll have to think about it." "I'm not ready to make a commitment because of ABC...."
"We can't afford this right now."
"I have to check with my bank account.."
Answering objections and moving in for the close made easier.......
You can make the customer laugh.
"I have to think about it"
Answer: "Mr. Jones, I DO understand that you can no longer afford the costs of delaying solutions to this problem and I think I can help. Clarify my thinking here.... what is it that you want to think about? " Now you know the concern he has so you answer it. Pose another closing question. "I have to check with ______"
If you followed the above techniques, you've already verified the customer's authority to make the decision. YOU KNOW he is stalling you.
You say.... "Mr. Jones, I understand that you can no longer afford the costs of delaying a solution to this problem and I think I can help. Just to clarify my own thinking, what IS it that you want to talk to the bank about? " Get the concern straight then answer it, then pose another closing question....if you have to.....
You'll need a couple of tips for your mindset in the objection phase of this closing process: Be firm and always persistent but BE professional.
Success usually only comes to the tenacious. This sale could take multiple calls and MANY closing attempts. A lot of times. Salespeople give up too early after they hear the first"no." Get Seven "no's" to your closes. You don't have a real NO until you have heard it 7 times in the SAME closing scenario. Ask why. Keep asking why until you have all the customer's objections, concerns, and fears.
This is where ALL real selling begins. It's what separates the pros from amateurs. When you're IN doubt, keep asking questions. Always maintain your professionalism. You don't want a customer to be saying "no" as they pitch you out of their door.
Make Your Customer Laugh..........
Since part of your mission here is to be more than just a salesperson, this one is important. A very effective technique is to loosen things up a bit so the customer WILL tell you more. The more he tells you, the more ammunition he will be handing you to close this sale.
22. Confirm the Sale ---> Get it in Writing
Once you hear those PRECIOUS words out of the customer's mouth, put it ON paper.
23. SEE Any Fear or Buyer's Remorse ?
Bases are loaded and you have the lead. Don't blow it. Look for fear. Listen for doubt. Make that customer feel comfortable with their decision to BUY from you. Re-state that they are in good hands with you. POP out your customer service BIG time. Soften fear and you will close the deal. NEVER assume anything!
24. Don't Stop Selling at This Point!
Many sales people make the foolish mistake of thinking that the sales process is over, once the deal is closed. KEEP selling with follow up calls and or emails to re-confirm the sale and set up repeat sales from this customer.. You ARE NOW a relationship builder AND a REAL problem solver. If a customer has second thoughts abot the purchase, you are equipped to detect them early. Handle them and complete your sale.
25. Get Customers to Buy Over and Again
You've invested a lot of time and money in your customer. Make it pay off big. Get their future business on an continued basis.
26. Keep ALL Promises.............
If you say you'll do certain things, do them. It's that simple. Keep your word. Your customers have choices and remembers they make decisions based on emotions. If they like you and enjoy having you around , the business relationship will build and so will your sales income.
27. Follow Up WITh Great Customer Service
If you have other divisions interacting with the customer, make sure they DO provide top customer service. If they don't, it will belittle your efforts and make you lose business.
28. Your Final Gesture......... Smile! Always smile in the presence of your customers. It's well worth 2 thousand "hellos" for quite a few "thank you's".
Practice Sales MindSet and work on exploding your e- sales!
Thank you for joining us!
(c) Marion B. Stearns
Sales MindSet Specialist
Turning MindSets into Money
http://www.admistress.com/column
