by Customer Service | Sep 22, 2023 | Sales Training
Three Closing Questions These three questions will uncover any unexpressed concerns and transition into a natural assumptive close: 1. Do you like the product? Seems obvious, but consider what happens later when you try to close if they have issues with the product…....
by Customer Service | Sep 22, 2023 | Sales Training
Getting Decisions Call me next week…. I want to think about it… I need to discuss this with my (lawyer, accountant, partner, staff) You can agree to call back later. But if you do, you can say goodbye to 80% of your sales. As soon as you hang up they will immediately...
by Customer Service | Sep 22, 2023 | Sales Training
What's a Closer As much as I enjoy the dramatic film Glengarry Glen Ross, I know that it is merely a movie. Not reality. It depicts a despotic systemically corrupt sales organization ruled by tyrants and thieves. The reps are beaten down and desperate. They feel...
by Customer Service | Sep 22, 2023 | Sales Training
Perceived Risk What does it take to make a sale? The prospect has to want what you are selling more than: 1. any other possible purchase for that amount 2. any possible competitor’s product 3. the peace-of-mind of holding onto the money What does a prospect stand to...
by Customer Service | Sep 22, 2023 | Sales Training
Salesmanship Salesmanship is to selling, as acting is to talking. The latter in each case being a poor faded facsimile of the former. Would you pay to see a movie where people talked their lines, without any depth of emotion, or interest, or inflection of voice or the...
by Customer Service | Sep 22, 2023 | Sales Training
How to Sell Step 1 – Establish Rapport Remember the old saying “You only have one chance to make a good first impression”? They were right! But what does this cliché mean? What is a “good impression”? A good impression happens when rapport is established between the...
