Tips To Sell More

Question 1

Follow the basic with every prospect

Answer 1

The 3 Phases of the Basics are: Warm Them Up, Build Value and Close The Sale for a “Total Mental Ownership” commitment. Why “TMO” instead of a quick, “Will you buy it?” – so that when you start the paperwork, you’re sitting down with a buyer today. The question isn’t just, ‘Do you follow the Basics?’, though. The question that determines the outcome of every presentation is: ‘Do you follow the Basics effectively with each of your prospects?’

Question 2

Asking the questions

Answer 2

ask the right type of question, at the right time, so that you can continually move the sale forward a step at a time. You need good questioning skills

Question 3

Effectively bypass price

Answer 3

Selling is emotional, negotiation is logical. When you talk price before you’ve made the emotional sale, you switch their thinking to logic and you lose every time.

Question 4

Control the process

Answer 4

Controlling the sales process means asking questions instead of just answering them. It means keeping the sale on track instead of losing it and control means leading the customer through the Basic steps of sell- ing and through the 4 steps buyers have to go through to purchase. Control is a side effect of asking the right questions to keep the conversation on track. Control is having the ability and leadership in the selling process to get people to follow you, to ‘open this’, to ‘touch that’ and ‘grab that registration’ out of their glove box. Everybody is a buyer, but very few will buy on their own without help from a professional salesperson.