Professional sellers understand that closing the sale is not a series of formulas that make the prospect want to buy at the end of a carefully crafted presentation. Quite the contrary, they appreciate that the closing process begins at the beginning of the sale - in fact, the minute they open their mouth with a hello.
Professionals know how and when to ask for the order, are fully aware about the process of probing and leading the sale, as opposed to memorising inflexible or stringent presentation phrases, simply because they know if they are great at asking in a conversational way, they will be naturally good at selling.
Professional salespeople are the ones that will take the time and trouble to do what the average sales person will not do. It is for that reason they are at the top of their profession and earn the kind of money they do.
To a professional, selling is a delicate, calculated and heavily rehearsed process, to which they apply multiple selling strategies and common logic. All of this is in harmony with what the majority of the best sales experts have been promoting in the newer selling sales programs incorporating valuable data the top end professionals apply, because they are the ones that take the time and trouble to evaluate what is provided to them, then adapt it to their product or service, rehearse it until it flows easily and then apply it to their presentations as if it was a critical part of their every day business conversation.
Selling is a careful, calculated and heavily rehearsed process, to the professional seller, to which they apply multiple selling strategies and common sense. All of this is consistent with what the majority of the best sales experts have been promoting in the newer selling sales programs providing valuable data the top end professionals apply, because they are the ones that take the time and trouble to evaluate what is made available to them, then adapt it to their product or service, rehearse it until it flows easily and then apply it to their sales process as if it was a vital part of their every day business conversation.
True professional salespeople, the ones in the top 1%, understand about the power of asking just one more person to buy from them each day. This is one of the best guarded secrets to being a success in sales and means you should be prepared to make one or more calls each day. They understand that in a work year of 220 days, making one or two more calls a day would give 220 additional people the opportunity to buy from them, and if they were only able to close one in ten (10 percent) of those people, it would produce twenty-two additional sales a year. One in five (20%) would produce 44 additional sales a year. One in three (33%) would produce 73 additional sales a year. And one in two (50%) would produce 110 additional sales in a year. Now think about this carefully. How much more money would that mean in commissions to you over and above what you have already earned? Heaps more than you ever imagined I bet? It could amount to a great holiday, or perhaps an additional investment property!
If you want a professional selling tip, here is a simple technique I was given by a friend and have used it ever since and this is also something every salesperson should learn. This is all you need to say, It has been my experience that people buy for one reason more than any other reason, what will be the one reason that will cause you either to buy or not to buy from me today? Go ahead and use it, it works.
One of the best guarded secrets to being a success in sales is this. True professional salespeople, the ones in the top 1%, understand about the power of asking just one more person to buy from them each day. That usually means preparing for one or more calls each day. They understand that in a work year of 220 days, making one or two more calls a day would give 220 additional people the opportunity to buy from them, and if they were only able to close one in ten (10 percent) of those people, it would produce twenty-two additional sales a year. One in five (20%) would produce 44 additional sales a year. One in three (33%) would produce 73 additional sales a year. And one in two (50%) would produce 110 additional sales in a year. Now think about this carefully. How much more money would that mean in commissions to you over and above what you have already earned? Heaps more than you ever imagined I bet? It could amount to a great holiday, or perhaps an additional investment property!
Copyright Profit Maker and Peter Collins, 2009, Sydney, Australia
Closing is not just a series of words and phrases to help you get the sale over the line - closing starts when you start the call You should never start closing at the end of the sale
Tags: marketing communications