The Stairs That Are Not Lacking In A Sale
OPENING
OPENING
It is very important that the first contact with the cusp leave a good feeling on me.
The intent of my call is to close the sale but to do so I have to go through different agency that volition help me achieve my goal.
For this I have to create an empathy with the prospect.
To capture their attending and generate interest in listening.
All my presentation have to be with powerfulness and maintaining telephone smile. But ailment never logar the prospect attending frankincense ailment be bored and never volition be interested in me or my product.
INQUIRY
It is a fundamental tool to understand the expectation standard requirement and other feature that I need to know about my prospect.
The manner to ask my question bound or open dialog with my prospect.
Open question are those that allow customer to express themselves and reflect on the idea that reveal their needs.
What do you think about the insecurity we live today?
Closed question to confirm or choose option frankincense modification the response of the prospectus.
Does the policy it sent to your home or your work?
Here is when we have the chance generarle the need to purchase my product. Not that I require but because they realize that my merchandise is very important for your life.
As we know people buy more by emotion than by logic.
Logic are the feature of my product. So refer to the technical description of my merchandise and not to the satisfaction represents the customer.
If Im selling personal accident insurance the characteristic of my merchandise is if the insured HA an accident you receive compensation.
The presentation of my merchandise I have to emphasize the advantage and benefit that is offered to you once purchased my product.
Speaking in footing of benefit the accent is on what the client tin do with the product. Because if it Energy not perceive their own specific reason a benefit a benefit of having my merchandise Why I volition buy?
If Im selling personal accident insurance the benefit of my merchandise is that if the insured HA an accident in which dice or become unable to continue working support the peace and security that your household volition not be adrift that their child volition be able to continue studying. And all this because he receives compensation.
As we see the characteristic of my merchandise is the least important and it follows from obvious.
Features Advantages and Benefits
Compensation Tranquility, security
Recovery of property without great expense
The presentation of our merchandise we have to do at least 5 attempt to close before reaching the final closure.
This manner we tin detect if the chance is interested in our merchandise that interest you most details to place greater accent on them and achieve the highest level of attention.
I have to keep in mind that all of my presentation have to be electrically powered. This agency that when making my presentation I have to put aside my personal issue that do not influence me at the time to talk to the prospectus.
This found that if I repeat something 3 times daily for 21 years becomes a habit. At 14 years and begin to perceive changes.
To get the wont of selling I have to get all my presentation are with electricity. So you have to go out automatically all the times you have to do.
I volition not have any job because if I make a wont sale volition be part of me completely natural.
expostulation are a sign of rejection or dissension of the prospectus to a proposal.
Professional seller consider the expostulation as positive. For a prospectus to raise expostulation is a chance to pay attending to my presentation or whether they are interested in me or my product.
There are three types of prospects:
The bad it is the one that say yes to everything. It is a chance that I did not pay attending because I could not generarle interest in listening.
Surely this watching television and answer yes by inertia.
When I finish my presentation your answer end up beingness not interested and HA no footing for that answer.
In this case it was my mistake for not making a presentation on electric powerfulness and frankincense unable to get their attention.
The worse is that the shrub volition all the time. He talks about different topics interrupting my presentation. He tells me about his family, about politics, his "Uncle Pancho" living in the countryside, and so on. And finally I said he had no time to keep hearing and to call him later.
My mistake here is still not controlling the conversation and let him beat around the shrub all the time. I have to learn to let it be expressed but also know when to interrupt and continue with my presentation.
The good the chance that express an expostulation ask questions. This means I paid attention, she became interested in my product. All that remains is to refute the expostulation and go to closing.
When handle expostulation I have to consider several steps.
Going with the prospectus. Get on your side to recapture their attention.
Sure Mrs Mary, I understand perfectly ...
I talk like you . ..
Fold the real objection. You have to know the difference between objections and excuses. Here I have to use phrase that convey safety leaflet.
Sure Mrs Mary, I understand perfectly ... but I want to stay quiet because ...
I talk like you . .. so do not worry because ...
Change the subject. It is necessity to make the chance forget your expostulation so we tin go to closing.
Having refuted the expostulation and have changed the topic all I do is back up for sale.
So without wasting time if the prospectus HA been interrupted me in my presentation I volition go back exactly where I left off.
And if the expostulation had come after I finished my presentation I go directly to the closing.
Professional salesperson know that the expostulation are part of our work and their direction is necessity to achieve good results. So we must always be ready, because the objections to us are like blows to a boxer. Like a boxer dodging the blows of the opponent by inertia without thinking or reasoning, we refuting the objections naturally. Because it is a wont for us.
CLOSING
It is the briny intent of my contact with the prospect.
During my conversation with the chance I have to have made at least 5 attempt to close that I volition facilitate the work at the time of final closure.
If during my presentation of this cusp Energy not make me any obstruction I on my own I volition not stop to ask if you have expostulation to manifest because it would be unprofessional. But I volition go directly to final closure.
We know how to detect signal of interest to my merchandise leaflet.
How much is it worth?
How much time will I get?
What data do you need?
What guarantees do I have that what I say is true?
At the time of final closing should proceed safely and professionally. Using a note and not by way of plea. And also controlling the conversation at all times.
And when you take the information to the chance that I have no doubt or fear of that I did not pass. For if the chance is safe to buy my merchandise it volition not happen to have problem in your data.
So I have to make sure you understand everything perfectly and that HA not been any doubt about the merchandise or service I americium offering.
by: BoxingVision
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