Sales Technique Flashcards
Is it true that if you’re fluent in closing and confident in your ability to ask for the order at the end of your sales presentation, will you be more aggressive about prospecting in the first place?
True
Does your personality determines fully 80% of your sales success?
True
What’s the road of the sales conversation?
1- Established rapport
2- Identified needs
3- Presented your product
4- Answered objections
Closing is…
As you approach the final bump your task is to take the prospect past this point as quickly as possible. Moving smoothly quick and painless as possible.
What should you plan first, the close or the sales presentation?
The closing
4 things to be sure before asking a closing question…
1- The prospect must want it
2- The prospect must need it
3- The prospect must be able to afford it
4- The prospect must be able to use it and get full value out of your product or service
The Silence Close
“If you like what I have shown you, then if you’ll just authorize this contract, we’ll get started right away.”
Verge of making a decision
1- Rapid Talking
2- Sudden friendliness
3- Chin rubbing
4- Questions about price, terms or delivery
5- Change in attitude, posture, or voice
What is the closing: Answering a question with a question closing?
Prospect: “How soon can I get this?”
You: “How many did you want”
p: How much does it cost?
y: How soon do you need?
What to say to a concern?
That’s a very valid concern, Mr. Prospect. Many of our customers have had the same concerns, and here is how we have taken care of it…
What to say if a competitor’s name is brought up?
“Mr. Prospect, ABC is an excellent company. They have good products and have been around for a long time. However, we believe that our product is superior to ABC’s in three specific ways. Let me show them to you.”
Practice tag-team selling
“who knows more than I do”
The Law of Six
There may be two or three, but there are never more than six
Cluster Objections
1- Price objections
2- Capability objections
3- Reputation objections
4- Newness objections
How to compliment a question or objection
“That’s a good point”
Is it true or false that real sellers interpret objections as questions?
True
The Feel, Felt, Found method
“Mrs. Prospect, I understand exactly how you feel. Other felt the same way when we first spoke to them. But this is what they found”
Excuses, excuses
Most people…But now they have become our best customers, and they recommend us to their friends
Make sure of saying what after answering an objection?
“Does that answer your question?”
Show-off Objections are…
Customers “knowledge” about the product/service, show how surprise you are by that and let him talk…
How to answer the last-ditch objections? “How do I know I’m getting my money’s worth?
Its an excellent product at a good price, and that everyone else who is using it today is very happy with their decision…
“Lots of people ask that question when they are buying one of these”
