| With one simple change to your sales closing | | | | buyer how you will establish their needs, wants, |
| techniques you can bring out the majority of real | | | | and desires, and then present the best proposal |
| sales objections, and smoke screens, at the start | | | | you can offer. You will then ask them if they are |
| of a sales meeting. By making a simple change to | | | | happy with the benefits of the proposal, and if |
| the traditional sales process you will only be faced | | | | they would like to do business with you. |
| with objections related to your products or | | | | Present this as a win-win situation. There are |
| service when you try to close the sale. These are | | | | great benefits for the buyer. They can relax, and |
| objections that you can overcome. Objections to | | | | communicate with you freely, because they know |
| sales that are related to the buyer, or their | | | | you're not going to pounce on the smallest sign of |
| company, are not in your control and can be very | | | | interest, or buying signal, that they may show. |
| difficult to resolve. | | | | Many people you sell to may not be full time |
| Make more effective use of your sales time | | | | buyers. By setting out the agenda you will help |
| because you will know from the start of the | | | | them with their buying process. When you do try |
| meeting whether the buyer can buy from you. | | | | and close the sale there will be no need for |
| Think abut the difference that will make to your | | | | linguistic trickery or manipulative sales techniques. |
| sales conversion rate. From the introduction stage | | | | All it requires is a gentle direct question. You will |
| of the sales meeting, or even from the sales | | | | find it easy to ask, and the buyer will appreciate |
| appointment making call, you will be in a position | | | | your directness and honesty. |
| to decide if you are making the best use of your | | | | Setting the sales meeting agenda is the important |
| sales time. Working with the sales teams I | | | | point on which you want to gain their agreement. |
| manage and train we have developed this sales | | | | You are asking, if they like what they see, are |
| closing technique in real sales situations, not just in | | | | they are in a position to buy from you, or to |
| a classroom. These successful sales skills are used | | | | agree to the next stage of the buying process. |
| by working sales professionals that rely on their | | | | The strength of your agreement gaining question |
| results to earn a living and keep their job. | | | | will vary depending upon the type of sales you |
| In a traditional sales process the sales person | | | | are making. You can use stronger agreement |
| usually starts the meeting with an introduction of | | | | gaining question with a one-time sale to a |
| themselves, their company, and the reason they | | | | customer you will never see again than. With a |
| are meeting with the prospect. This will be | | | | repeat business prospect ,that you want to build |
| followed by questions to discover the buyer's | | | | a relationship with, you will be more tactful. |
| needs, and then a sales presentation of the | | | | Assessing the strength and directness of the |
| features and benefits that meet those needs. | | | | closing techniques you use is a sales skill that |
| Then the sales person tries to close the sale, or | | | | comes with experience, practice and good sales |
| gain agreement to the next stage of the process. | | | | training. |
| After all this time and work the seller can then be | | | | You've seen how to close a sale at the start of a |
| hit with an objection to the sale that they have | | | | sales meeting. If the buyer raises an objection to |
| no control over, and no way of overcoming. | | | | the sale, a reason why they can't do business |
| These are sales objections that are related to the | | | | with you, you can now make a decision on |
| buyer or their company. | | | | whether it is good use of your time to continue |
| These objections can be: There are other decision | | | | with the meeting. |
| makers. The buying process involves their head | | | | Once you have gained their agreement to the |
| office. The company is tied into a contract. | | | | sales process you know that the objections, |
| Budgets are over spent, and many others that | | | | which may arise when you try and close the sale, |
| stop the sale dead. | | | | will be related to the sales presentation you have |
| By turning the traditional sales process on its | | | | given. These are objections you are more likely |
| head, and using sales closing techniques at the | | | | to be able to answer or resolve with your sales |
| introduction stage of the meeting, you can bring | | | | skills. |
| out the buyer related sales objections. When | | | | Closing a sale by gaining agreement near the start |
| presenting sales training, on how to close a sale, I | | | | of the meeting requires confidence. Like all change |
| focus on gaining the strongest agreement near | | | | it may be uncomfortable at first, but the results |
| the start of the sales process, rather than at the | | | | make it very worth while becoming competent at |
| usual closing stage, after the sales presentation. | | | | using this sales closing technique. Once you've |
| At an appropriate point near the start of the | | | | mastered this sales skill imagine what else you can |
| meeting explain to the buyer the sales process | | | | add to it. |
| you would like the meeting to follow. Tell the | | | | |