новости интернета

They buy solutions to their problems.

Note: There are generally two final closes to each sale:

• Commitment to your product or service
• Agreement on price and terms of sale

It is difficult to close on price if there is no commitment to your product or service being offered.

Intention

Sales skills plus activity will produce results. A clear intention plus sales skills plus intention will produce greater results. Remember intention is the energy that is required to meet your goals.

Passion

If you show passion when presenting your product or service and explain what it will do for your customer/client you are serving not selling.

Relationship

Customer relationships are not built in one meeting but like trees need to be cultivated and will then grow tall and strong over time.

Belief

We know negative beliefs will produce negative results. On the other hand, positive belief is the basis of success.

If you have a strong positive belief that your customer will see value in your product or service that will be the case. Come from your heart not your head.

Pain and Pleasure

The two strongest motivators are pain and pleasure.

In the “discovery” process, have your customer outline what is not working (their pain) and how they would like it to work (their pleasure).

Only then do you offer one of your products or services that will meet their needs.

Planning

One of the key’s to success is having a clear sales plan that you can update on a regular basis. Keep it simple. In your plan include the following: company name, contact person, the product or service you intend to sell them, potential value of the sale, and your next action required to move the sale forward.

Asking For The Order

If you have built a "relationship” with your customer/client, and completed a “discovery,” you can then offer your product or service to meet their requirements. Asking for the order is the natural step.

Remember... when your customer’s interest is high, your closing ratio will be high.