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Be Prepared to
Ask By Brian Tracy If you make a perfect
presentation, one that clearly explains the benefits and resolves all the
doubts that a qualified prospect might have, the sale will often close all by
itself, like a ripe apple dropping out of a tree into your hand. You will
conclude your presentation, check to be sure that the prospect has fully
understood the benefits and value to him of the offer and the prospect will
say something like, "It sounds good to me, how do I get it? Will you take a check?"
When you are dealing with a prospect who knows exactly what he wants and you
structure your presentation so that you demonstrate to him that your product
fills his needs perfectly, he can make a buying decision and invite you to
wrap up the sale. But this kind of result in selling is similar to a miracle:
it's not that miracles don't happen, it's just that you can't depend on them.
You must go into every sales
situation prepared for the likelihood that your prospect will have questions
unanswered, concerns unresolved and objections to be overcome. Simultaneously, you must know a
variety of ways to ask for the order at different points in the sales
process, and you must be capable of recognizing which closing technique is
most appropriate at any given time. Like a master craftsman, you need a
variety of tools with which to do excellent work. The best salespeople are
invariably those who are the most skilled in the fine points of bringing the
sales conversation to a positive conclusion. Your first job in the sales
conversation, and throughout all of your interactions with the customer, is
to build and maintain a relationship. It is to come across in a friendly way,
to be warm, supportive, knowledgeable and completely focused on helping the
customer to solve a problem or achieve a goal with your product or service. Because of the importance of
trust in modern selling, you are never pushy, obnoxious or overly aggressive.
You never do or say anything that can be construed as manipulative. You never
attempt to influence your prospect to act contrary to his best interests. Your job is to thoroughly
understand his situation and to give good recommendations that enable him to
make the right buying decision. Now, here are two things that you can do
immediately to put these ideas into action. First, be prepared to close the
sale quickly and smoothly, and get out, when it is clear the customer is
ready to buy. This is your job. Don’t hesitate. Second, be sure that you keep
your eyes on the quality of the relationship throughout. Avoid using pressure
or manipulation so you can always come back again later. Visit Brian Tracy's website - Make Money! *****************************************************
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