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Casual Articles - Closing the Sale - Timing is Crucial
Mission statements are often used by organizations in the introduction section of written material, such as brochures and sales or fundraising letters, or on the homepage of their website. If you do this, don't assume that the reader will be able to position your organization. A few cues early in your introduction will decrease confusion about who you are and what you do.1. Type of OrganizationYour introduc
During the sales pr
I must be starting to show my age. Thirty years ago, if I saw a headline on an article that read like this one does, I wouldn't have looked any farther. That is because I already understood the answer when considering a sales organization. Today, things seemed to have changed to the point where, within many companies, it isn't all that clear any more.Many business owners and managers, (thankfully, not most) will a
It is of little value to wait until after presenting your product or service to begin applying "closing techniques". You must create a sound foundation for the sale throughout the sales process. Without that foundation, salespeople feel pressured and trigger prospects' natural resistance: The probable outcome is lost opportunities and lack of sales.
Top salespeople, the Top 1%, close at the beginning of the sale, and many times throughout the sales process:
- They spend most of their time with people able, willing, and ready to buy - these are High Probability Prospects.
- They only do business with prospects they respect, and who, in turn, respect them: These are genuine business relationships, with both parties mutually agreeing to move forward each step of the sales process.
- This Mutual Respect results in Total Disclosure of the prospect's needs, wants and buying intentions- as well as Total Disclosure of the product's/service's benefits and limitations.
- Mutual Agreements and Mutual Commitments happen early, and often, throughout the sales process.
- These mutual agreements lead to Closed Sales: the 'Closing' is the sum total of the entire series of agreements. Closing must begin at the initial stages of the sales process.
During the sales pro
It’s hard to imagine a reporter working today who doesn’t regularly visit “official” company websites. And it’s hard to imagine just how much those websites have improved reporters’ lives.Instead of calling a company for more information and waiting days for their press pack to arrive, reporters can now get the information they need in minutes with a few clicks of a mouse.The above two paragraphs are obviou
Top salespeople, the Top 1%, close at the beginning of the sale, and many times throughout the sales process:
- They spend most of their time with people able, willing, and ready to buy - these are High Probability Prospects.
- They only do business with prospects they respect, and who, in turn, respect them: These are genuine business relationships, with both parties mutually agreeing to move forward each step of the sales process.
- This Mutual Respect results in Total Disclosure of the prospect's needs, wants and buying intentions- as well as Total Disclosure of the product's/service's benefits and limitations.
- Mutual Agreements and Mutual Commitments happen early, and often, throughout the sales process.
- These mutual agreements lead to Closed Sales: the 'Closing' is the sum total of the entire series of agreements. Closing must begin at the initial stages of the sales process.
During the sales pr
Have you ever wondered just what the position of controller entails? The official definition of the controller position is a corporate officer responsible for the business’s accounting activities. Sometimes this position is referred to as the comptroller. This position is filled by an accountant and more often than not an accountant with a CPA designation and includes the responsibility of overseeing all financial mat
- They spend most of their time with people able, willing, and ready to buy - these are High Probability Prospects.
- They only do business with prospects they respect, and who, in turn, respect them: These are genuine business relationships, with both parties mutually agreeing to move forward each step of the sales process.
- This Mutual Respect results in Total Disclosure of the prospect's needs, wants and buying intentions- as well as Total Disclosure of the product's/service's benefits and limitations.
- Mutual Agreements and Mutual Commitments happen early, and often, throughout the sales process.
- These mutual agreements lead to Closed Sales: the 'Closing' is the sum total of the entire series of agreements. Closing must begin at the initial stages of the sales process.
During the sales pr
In an illiterate world, who will want to buy books, e-books, magazines and newspapers?Reading is indisputably in decline, which upsets or pleases people, depending upon one's viewpoint. In the USA, we’ve suffered a 10% decline in literacy from 1982 to 2002.The data are clear—-people are becoming less literate, preferring not to learn at all or to learn in other ways--hearing, visual, and touch. relationships, with both parties mutually agreeing to move forward each step of the sales process.
During the sales pr
It was a foggy mid-October day as I made my way into the office to commence my work day. I was stuck in our normal morning commute and not able to see the buildings in Calgary’s downtown core. I began thinking to myself-- do I know where my end destination is? Absolutely, I could not see the building that holds my office however I still knew where to go.As my thoughts went on, I started to thinking about busine
During the sales process, almost any point of discussion provides an opportunity for a commitment. It's as simple as asking:
- "This system will produce at least 20% more sales by salespeople that utilize it. Is that what you want?"
- "Is it profitable to spend between approximately $3500 per salesperson to achieve that magnitude of result?"
- "The system requires that your salespeople learn a new sales process. Is that acceptable?"
Each 'Yes' to questions like these is a commitment, and integrates 'Closing' throughout the Sales Process. Depending on your products and services, closing should occur between 25 and 45 times before consummating the sale.
If this sounds simple, it is. If it sounds easy, it is not. It requires preparation, so that every point of discussion is followed by a simple request for commitment or acceptance. It also requires a thorough understanding of a sales process that appeals to the way the human mind works.
By the end of the sales process, most prospects will have agreed that every one of your product's features is acceptable, and they also will have acknowledged your product's benefits to them. At that point, it is an easy, natural transition to ask the prospect what s/he wants
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