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Casual Articles - 5 Easy Steps to Closing the Sale: Step III
I read an article recently that stated over 85% of new real estate agents have no sales experience or formal sales training. I would guess the other 15% have some retail sales experience, but never received the type of sale
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefi
"We are all failures-at least, all the best of us are."Ever wonder what makes achievers excel? Why some people skyrocket while others plummet? You know what I'm talking about. You can call it luck, blessing, or the
As you’ve been letting your prospect talk, they should be telling you about common problems they have in their business. Some common things you should hear:
Like the product. Don’t like the company (vendor).
Like the vendor. Don’t like the product.
Don’t think the product they use is worth what they paid. This is a lack of value. Anytime you have a product that isn’t equal in value to the price the customer paid, they’re not happy
During the discussion of problems, if there is an opportunity to quantify savings, you MUST make the prospect realize how much money they’re leaving on the table by not changing. If they ‘feel the pain’, they’re more likely to make a move and change. If they perceive everything to be equal, there’s no reason to change. If you put dollars into the conversation, it makes everything real for the prospect.
This is also a great time to use an example of a customer you had who was in a similar situation. For example, “Mr. Jones at XYZ Company found he saved $19,000 by implementing this solution. Do you see similar savings in your business?” Get them to commit to a dollar savings.
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefit
To be an effective persuader, you cannot use the same tactics for all people all the time. You have to customize your message to fit the demographics, interests, and values of your audience. This chapter presents
Don’t think the product they use is worth what they paid. This is a lack of value. Anytime you have a product that isn’t equal in value to the price the customer paid, they’re not happy
During the discussion of problems, if there is an opportunity to quantify savings, you MUST make the prospect realize how much money they’re leaving on the table by not changing. If they ‘feel the pain’, they’re more likely to make a move and change. If they perceive everything to be equal, there’s no reason to change. If you put dollars into the conversation, it makes everything real for the prospect.
This is also a great time to use an example of a customer you had who was in a similar situation. For example, “Mr. Jones at XYZ Company found he saved $19,000 by implementing this solution. Do you see similar savings in your business?” Get them to commit to a dollar savings.
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefi
If you knocked on all the doors in your neighborhood, you’d learn a lot about the people who live around you.Did you know that the same thing is true when you make cold calls to sales prospects?Certainly, cold
This is also a great time to use an example of a customer you had who was in a similar situation. For example, “Mr. Jones at XYZ Company found he saved $19,000 by implementing this solution. Do you see similar savings in your business?” Get them to commit to a dollar savings.
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefi
1.Define your objective: Know what kind of work
This is also a great time to use an example of a customer you had who was in a similar situation. For example, “Mr. Jones at XYZ Company found he saved $19,000 by implementing this solution. Do you see similar savings in your business?” Get them to commit to a dollar savings.
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefi
Neon signs were first invented in the beginning of the twentieth century. This effective medium of advertisement is considered to be cost effective as their electrical cost is comparatively low in spite of being lit from dus
If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefits doesn’t help you sell anything.
If you have 1 pressing problem and 1 solution, that’s all you need to get action. The action that leads to buying.
Copyright 2006 Susan Adams www.susanadamshome.com
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