Telesalestips for the week 17-05-99

How To Close the Sale

Selling is one of the toughest jobs in the world. Even for the top and most experienced salesperson it is a continual effort. On the other hand it is a wonderful profession. Your potential earnings are beyond what most people could ever hope for or expect. You can become financially independent.

Through the sales process your main job is to present yourself as a warm, friendly, knowledgeable, trustworthy and helpful person.

Five important points to keep in mind:-
1.The Customer must want what you are selling.  The Customer's buying
desire must be aroused sufficiently before you ask him to make a decision.
2. The customer must need the product or service you are selling.
3. The customer must believe in you and your company.
4.He or She should be able to use it.
5.The Customer must be able to afford it.

Do not confuse customers with too many choices or alternatives. Help the customer so that he can come to a quick and accurate decision by offering a choice of two or three items. Top Salespeople always take time to make sure the customer can get the maximum value of what they are selling.

Sales person must be eager to make the sale.He or She must be positive and confident about the benefits that the prospects will enjoy. The salesperson must have sound closing skills. Through out the presentation you should be listening for buying signals. Also you must be prepared to hear a "No" and continue selling.

The Art of Silence
You as a Sales person must be prepared to remain silent after asking the closing questions.Once you explain the advantages and benefits it is your job to keep silent. So You should "Master the Art of Silence"in selling.

The closing methods should have more to do with attitude than technique.
If your attitude is positive all the time, the closing will come naturally and easily to you. You will quite naturally assume that your customer or prospect is going to buy from you.  It is your attitude that makes you a professional sales person and makes customer to buy from you. Persistence and self discipline is the key strategy to be employed when closing the sale.

Proven closing techniques:-
1. Ask three "Yes" questions before you close the sale.
2. Give the Customer a Choice:- E.G. "Do you like the red colour or blue colour?" or "Will this be cash or on your account?"
3. Summarise the whole presentation emphasizing the benefits. After you have reviewed the benefits your closing statement should be "Considering all these benefits, is there any reason you can't decide now?" or "May I have all your details so that I can send you X at the earliest..?"

These techniques will help you to create a bigger impression on the customer. If they are used properly you will sell more than you have ever done before.

Sales Thought of the week

Visualise the sale taking place before it happens W.saga.

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