Here’s some tips that might be helpful in getting the sale.
-Often if you ask questions that produces a “yes” response” about five times that will continue as you move into their purchasing.
-Be sure to delve into what is standing in their way of using a different company to work with if they already have someone? Does the current one give you the ROI you expected? Do they respond quickly to your questions and serve you well?
-Determine what their greatest desire is concerning a product or service such as yours.
-Chet Holmes used to say, “Features tell, benefits sell”. What benefits can you provide that solve their issue(s)?
-Often the salesperson doesn’t give the prospect a chance to jump in and purchase. They like to talk too much.
-Get as high in the company’s chain of command as possible to get the proper person who has the authority to make a buying decision.
-Remember, it takes about 12 calls to make a sale – you won’t be a pest if you have a lot to offer and your follow-up emails or calls give additional information (a valuable article, etc.)
-Congratulate your new client on a good decision. Make sure they sign on the dotted line!
Please leave your comments or what worked for you below. Let’s work on what’s holding you back from greater success.