Tags |
|
|
Links |
|
|
Casual Articles - Break It Down To Close The Sale
I am on my way to the quarterly status update with my Sales Manager. The last quarter has been terribly bad. We reached nowhere near the Sales target. Naturally, I am moving ahead with a great resistance and a palpitation rate of the highest order. I have no idea of what will turn out for me in the meet
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad i
Making quality improvement changes in the healthcare field are difficult. Making the changes stick is even harder! Consider, if you would, some change at your site that made a vast improvement in quality. Time was saved, patient care improved, and the bottom line improved. Now, look back, is that ch
However, for the qualified prospects you meet who despite seeing the benefits of your product are still undecided on whether to order from you use this tactic to close them whatever their objection. I like to call it ‘breaking it down’ and I also find it very useful in other general negotiation situations.
Generally the best way to begin is with a natural phrase encouraging the prospect to help you outline their situation such as “Let’s just break this down for a second.”
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad in
The Big IdeaLong ago, coal miners would put caged canaries in their tunnels. If the little birds fell silent or dropped, this would alert the miners of the presence of poison gas. This way, many miners were able to escape unhurt. The business environment you live in is very much like
However, for the qualified prospects you meet who despite seeing the benefits of your product are still undecided on whether to order from you use this tactic to close them whatever their objection. I like to call it ‘breaking it down’ and I also find it very useful in other general negotiation situations.
Generally the best way to begin is with a natural phrase encouraging the prospect to help you outline their situation such as “Let’s just break this down for a second.”
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad i
Although job outsourcing is a sensitive issue, social and political; it is unavoidable. It’s been said that it is the effect of globalists. Companies are in the business of making money and will move to places where production costs are cheaper.Britain are now selling its companies as its difficu
However, for the qualified prospects you meet who despite seeing the benefits of your product are still undecided on whether to order from you use this tactic to close them whatever their objection. I like to call it ‘breaking it down’ and I also find it very useful in other general negotiation situations.
Generally the best way to begin is with a natural phrase encouraging the prospect to help you outline their situation such as “Let’s just break this down for a second.”
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad i
Are you going out of business in slow motion and you don't even know it?There are forces at work both inside and outside every organization that, if not dealt with in a positive and pro-active way, can contribute to a lack of customer retention, poor productivity, shrinking profits and a loss of
Generally the best way to begin is with a natural phrase encouraging the prospect to help you outline their situation such as “Let’s just break this down for a second.”
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad i
Advertising specialty is the imprinting of brand information or a company logo on literally tens of thousands of diverse products to help promote a particular company name or the product theme.Mugs have been the most common and most preferable advertising specialty for many companies, as they sui
From there I like to use my pen and pad if we’re sitting down; I try to sit beside the prospect, now facing opposite him, and I make sure I position the pad in between the two of us and show him whatever I write.
I then proceed to ask the prospect to list for you any objections he has regarding the purchase. From there you simply break them down as follows. If the objection is the price it’s easier because you can simply ask “how much too much” the prospect considers it (as this is the smaller figure) and when he gives you a figure break it down further by either translating it into the extra cost per day or comparing how much extra per day it is with the extra benefits the prospect will receive by owning your product.
If the objections are not price orientated you will have to find another way to break them down and the best way to do this without ‘stepping in it’ is to ask careful open questions to find out how important the objection is to them and help them to identify a possible way around it. Remember though; number orientate
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/35911/casualarticles-Break-It-Down-To-Close-The-Sale.html">Break It Down To Close The Sale</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/35911/casualarticles-Break-It-Down-To-Close-The-Sale.html]Break It Down To Close The Sale[/url]
Related Articles:
List Building for Quantified Customer Development
Need More Business? Create a Co-Op!
Bookmark it:
|