The art of selling

George_10

Making a prospect a customer is rather simple if you understand the basic rules of selling.
1) Ask questions and listen closely to the answers.
2) Do not interrupt. Listening is gold. Talk is cheap.
3) Listen a great deal and only talk when you are sure you know what the customer's concerns are.
4) Provide at least two alternatives if at all possible.


More tomorrow

Mark Hunt

ALL RIGHT GEORGE!!!!!!!!!!


Art of selling!

May I recommend Brian Tracy's "The art of the close"?

Mark H

To Learn More About This Professional, Click Here to Visit Their Ad in "Find A Contractor"

kevin_5

How about Zig Ziglars,

'The art of closing the sale"? It's a good one too!


To Learn More About This Professional, Click Here to Visit Their Ad in "Find A Contractor"

Bryan_5

Just a suggestion for you guys. The books that you mentioned are great but get the Audio tapes. You can get the full meaning of what they are saying. Zig Zigler is one of the best salesmen there is and also one of the best speakers. You can easily apply his message to what whatever it is you are selling.
Bryan

George_10

Some more selling thoughts

1) When sitting with a husband and wife at the kitchen or dining room table, sit next to the husband if you are male and next to the wife if you are female. Across from both is ideal. I always ask to sit at the table rather than in the living room separated by large spaces.

2) Make your appt +/- 15 minutes. This will give you some wiggle room for traffic etc. Be on time if at all possible.
Call if you are delayed. Cell phones make this possible

3) Use pictures or handouts to make your point.

4) This question is the best question I have ever found. "What was it you read or heard on the phone that made you set this appt?" Shut up and listen. The customer will tell you many points that you can close on. By the way the close does not start at the end of the conversation. It starts the minute you walk through the door.

5) Use examples from previous customers and experiences. This gains respect and creditability.

6) How to handle the dreaded "let me think about it". Are there any other questions I should answer before I leave, to help you make your decision. If this really is how it is going to end, I use this idea. I can stand "nos" and I love "yeses", but "maybes" drive me crazy. Would you call me either way with your decision.

7) Keep your word. Satisfied customers tell one or two other people. Disatisfied customers tell everyone.

8) Body language gives me a great deal of information about how I am doing. People sit up when they are interested in what you are saying. Their eyes become more focused. They start to ask buying type questions which allow you to use their imagination to make the sale. Let them own what you are saying in their mind's eye. This is where many a sale is made or lost.

You notice I did not say be pushy or arrogant or any thing like that. I personally think that is unprofessional and stupid. Resentment does not lead to yeses. Above all else, be a good listener. When you ask a question. Shut up and wait for the answer. I sat in a couples house one night for eleven minutes waiting for an answer. That pregnant pause was what gained me the sale. If I had tried to fill that void, I would probably have missed the sale.

Good luck and I will be happy to answer any questions.

Bryan_5

George,
Good stuff a couple of thoughts on your post. I agree Always sit at the table thats where decisions are made. As far as the placement my only rule is never ever sit between the 2. You will constantly be looking back and for subliminily saying NO DONT BUY FROM ME.

Also when you get to that inbetween stage where they want to think about it. I always suggest we think about it together. Take a piece of paper and draw a line right down the middle. On the Left write down the reasons they should buy. On the right ask why they shouldnt buy. Usually what happens is the list of reasons to buy are longer then the reasons not to buy. YOu will usually come up with only 1 or 2 reasons not to. These are usually the real reason now figure out a way to overcome that obstacle.
Bryan

George_10

The plus and minus idea

We can thank Ben Franklin for that idea. I have used it also.

There is a more subtle reason not to sit next to the opposite sex when with a couple.

Selling is a form of seduction and you certainly do not want to get the husband or wife sub conciously against you.

All I know is, I go to great links to avoid that type of seating arrangement. Across the table is my preferred seating arrangement.

When I am truely asking for the deal, I ask a less serious question, like Did you want secondary controls or do you want a more automatic system. Affirmative answers to these
questions will give you a feel for the readiness to make a
full commitment. Another good question would be when do you want the installation to begin.

Have a good time with your prospects. People respond well when laughter is present. Laughter also opens the mind and therefore a better opportunity for getting your points into the prospects mind.

Bryan_5

Very good points George. One thing I always find fasinating is when they offer you something to drink 9 times out of ten its a done deal. Watch for it, its kinda fun. Remember though it is not fool proof. Nothing in selling is.
Bryan

Joannie

But be careful with that approach

I find that a little too pushy for my taste. When I tell a salesperson "Thank you for the information. I need to think this over." or something like that, I do NOT mean that I want the salesperson to stick around and "think with me". That turns me off.

Bryan_5

Joannie,
This aproach is not ment to be pushy at all. Its just a method going over the pluses and minuses in the purchasing decision. Its more of a review then anything. The consumer always has the ultimate say. Pushy salesman dont last that long in any business. People just wont tolorate that.
Bryan

George_10

Pushy people are an anathama

to most every one. My personal feeling about this is that it is used to cover a lack of professionalism and certainly is not a winning move in most situations. This is particullarly true in high dollar situations.

I would rather see competence and knowledge and confidence in the answers to my questions. Therefore this is the way I sell and have taught many others to sell over the years.
Enthusiasm is contagious. Pushyness is not necessary in my book. The only reason, I ask one last time are there any other questions that I need to answer, is simple. People with lingering questions do not make decisions and so therefore they automatically say no. If there are no other questions, I leave. It is amazing what a smile and good humor will do throughout this entire situation. People buy from people they like and feel comfortable with. Sour people bring their lack of success upon themselves.

One other really valid point. If you arrive at a bad time and you feel there is tension in the air. Find a graceful way to leave and reschedule at a later date. Stressed out folks do not make decisions.

Hope my long post help just one of you make a sale and a difference in the life of one of your customers.