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started by Lionel Donnelly on 23 May 12
started by Lionel Donnelly on 23 May 12
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started by Lionel Donnelly on 23 May 12
People buy things, they are not sold. People buy things because those things make sense to be bought---logical sense in the buyer's view point. In the event you understand this simple and basic sentence, you will flourish in sales. To close promotions, a sales person doesn't toss, or make presentations. What they do is that they have conversations with friends. People don't believe the arguments of salesmen, but they overwhelming believe in the recommendations of their friends. Many studies have shown that the more questions a sales person makes in a slideshow, the higher the shutting down rate.
To have success, a sales person sits down which includes a prospect and has a conversation. They are keen on their friend's lives. What are their friends doing? A salesman can be a friend who wants their friend to succeed. To do this, some sort of salesman asks questions. They converse. They create solutions together that make sense. The deal is usually closed by asking, "Does this sound right? "
Think with regard to your personal experience. When was the last time you bought from a high pressure salesman? More than likely, this person used every little trick that they could think of to bring you to the side, and you flat invalidated them, because the product we were looking at pushing made no sense back.
Years ago I was a marketer to get a home improvement company. I'll never forget the first deal that was closed. I contacted a carpenter. This man had been a carpenter for 40 years. Why would he need my company to help side his house?
" that he worked daily. It was the dead of winter; the boyfriend needed his house sided. My company threw in windows $. 10 on the dollar to close the deal. The owner of my company was an experienced dealer. At the price point that the owner of my company offered, siding his house with an outside contractor made sense to this carpenter.
In the sales presentation, the closing question may be asked like this, "Joe, it is good to do this for people. It makes sense to me... what do you imagine? This brings the situation to head. If the perfect solution is you're proposing doesn't sound right to your client, the clients will tell you exactly why. Then you can offer legitimate solutions to legitimate questions that your client has. You can get right to the heart in the matter. You create the final solution with more zeroed in on "do" questions.
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