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8 Steps to Guarantee Closing
It's best to have the goal in mind - the sale. So let's start from the end and work backwards.
1.How to make the sale?
Get all the powerful people - especially the most powerful person to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.
a. If it is a business sale, there may be lots of people involved. The ultimate decision-maker is usually in the executive suite, and listens to associates and subordinates.
b. If it is a consumer sale (car, house, personal item), determine who has the power - husband, wife? Children can be significant influencers. Emotional buys happen, but will be returned unless the power and influences are synchronized.
2. How to get powerful people to commit?
Ask for the commitment. i.e. "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company.
a.If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens.
3.How do you know what s/he is feeling?
a.If s/he feels good - that great - go for commitment. See 2 above.
4.How do you know what to present to make her/him feel good?
Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said.
a.Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects.
5.How do you get to ask questions?
Make it a condition before you do any presentations. i.e. "I know you're expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don't bore you with information that is of no interest to you."
a.Ask questions when alone with her/him. People reveal more one-on-one. Remember you have to appeal to this person to win his/her vote. It's not about the company or the other people.
6.Who are the people to be questioning?
7.When do you start going after all these administrators, decision people and senior execs?
This is a lot of work.After you qualify that this is a good company and a good opportunity for you to pursue. Anything with life is not good for you. Use history to determine the types of companies/opportunities that have gone well for you and those that haven't. Seek only those that fit this profile. These are the plumbs and should close at a 70% rate if you do 1 through 6 above. Leave the rhubarbs for your competitors. They will die slowly while you use the time to find more plumbs.
8.How do you find enough prospects to be choosey?
Have a systematic prospecting program. Fortunately there are many levels and types of prospecting. Your easiest prospects are those who you currently do business with. Develop high level relationships,How? Read my book - TAKE ME TO YOUR LEADER$), and you will get 100% of the business from 100% of your clients. Your toughest prospects are new account, cold call, greenfield prospects.
a.Prospect for those that fit your profile.
See selling is very systematic and can be easy. People make it tough by pushing product, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you'll soon be closing 70% of those you choose to pursue.
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